Client development 2012 for young lawyers
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1 What You Need to Know and What You Need to Do NOW to Build Success Over Time Cordell M. Parvin http://www.cordellparvin.com Client Development in a Nutshell
description
Slides from a presentation to a Bar Young Lawyers group
Transcript of Client development 2012 for young lawyers
1
What You Need to Know and What You Need to Do NOW to
Build Success Over Time
Cordell M. Parvinhttp://www.cordellparvin.com
Client Development in a Nutshell
You Either Have What It Takes Or You Don’t
Client
Development
Myths
Lizzette Zubey
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Think Big and Are Confident
Just Do Good Work
Client
Development
Myths
Too Young and Inexperienced to . . .
Client
Development
Myths
You Have To Be A Good Networker
Client
Development
Myths
You Have To “Ask” For The Business
Client
Development
Myths
Andrea Anderson
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Develop Relationships
Associates in Big Firms Do Not Need to Learn Client Development
Client
Development
Myths
Credibility
Relationships
Recommendations
Client Meetings
Trust and Rapport
Visibility
Getting Hired
Weak Ties
11
Planning to Use Time Wisely
Visibility and Credibility
Relationships and Getting Hired
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Planning
Why Have a Plan?
Why have a plan?13
Planning
Angie Davis
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Why Have a Plan?
Most Important ResourcesEnergy Time
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Planning
Create a Plan With Goals
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Planning
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LAWYER DEVELOPMENT PLANFY 2012 Attorney Development Plan
2012 Development Plan
_______________
2012
2012 Performance Plan @ Actual Rates (based upon hrs)
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How I Prepare My Plan?
Goals
Hours
Goals
Hours
Activities
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500 Hours to Invest
100 Administrative
___Client Development
___ Your Development
Planning
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Substantive Law
Construction Industry Knowledge
Business - Marketing, Relationships
My Own Development
21Reputation / Profile
My Client Development
Relationship Building
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What Are Your Goals?
Goals
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4. Meet with _ Contacts Quarterly
3. Obtain __ New Clients
2. Bill ____ Hours
1. Originate $___ in Business
Rank Your Goals
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Activity to Achieve Goal?
Goals
25Break Down 90 Day Goals
Goals
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27Next Week’s Action Item for Each Goal
Goals
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Partner for Accountability
How to Execute on Your Plan
Keith McMurdy
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Getting the most by being accountable
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How to Become Visible and Credible
31You Have to Stand Out in a Crowd
Client Development
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Be Willing to Make Changes
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Regularly Update
Your Website
Bio
Visible and Credible
34Narrow Your Focus
35Remarkable Ideas for Narrow Market
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Cynthia Pladziewicz
Plan Based on Your Strengths
Plan Your Future
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Nicole Snyder
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The Tipping Point
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The Law of the Few
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CONNECTORConnects people to
each other
The Law of the Few
41Active in Bar and Community Activities
Connector
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MAVENConnects people through sharing
knowledge
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SPEAKINGWRITING
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SALESMANUses knowledge to persuade and
engage
What You Need to Do
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WRITING
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Writing
How to Decide Topic
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Stickiness Factor
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Create Guides
Jason Cornell
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51SPEAKING
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Speaking
What is your objective?
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Don’t Sell, Instead Teach
A
When I Write or Speak
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10.00
40.00
50.00 What you SayHow it SoundsHow it Looks
Non-Verbal Communiction
The Way Audiences Receive Your Message
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Non-Verbal Communication
Natural Posture
Engaging Smile
Expressive
Hand GesturesEye Contact
Volume and Inflection
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Non-Verbal Communication
Confidence
Competence
Charisma
Connection
57Connect with Audience
Charisma
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Lawyers and PowerPoint
59Start and Finish with High Energy
Presentation Basics
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Relationships and Getting Hired
List and Focus on Your Contacts61
Relationships / Getting Hired
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A System to Focus on Your Contacts for Best Results
Prioritize Contacts
Upgrade nature of contactLearn personal information and professional needs
Contact Focus
Clients Hire Lawyers Over Law Firms
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Relationships / Getting Hired
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Legal Services - My Thoughts
Commodity Work - Low Price DeterminesBet the Company They Hire the BestReal Opportunity
30%
10%
60%
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How Clients SelectScreen Based on Reputation
Relationships / Getting Hired
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Relationships
Recommendations
Weak Ties
How Clients Select
Relationships / Getting Hired
Hire Lawyers They Trust and With Whom They Connect 67
Relationships / Getting Hired
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Personality type
How they speak and receive information
Empathy
Three Aspects
Building Rapport
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Control
Emote
Ask Tell
AnalyticalUnder stress Avoid
DrivingUnder stress
Autocratic
AmiableUnder stress
Acquiesce
ExpressiveUnder stress
Attack
Building Rapport - Temperaments
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Visual Learners – ShowingAural Learners – TellingKinesthetic Learners - Experiencing
Building Rapport - Communication
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Building Rapport-Empathy
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What Clients Want
Focus on Client Service
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Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsImprove Client ServiceRepeat Above
What Now?
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What You Need to Know and What You Need to Do NOW to
Build Success Over Time
Cordell M. Parvinhttp://www.cordellparvin.com
Client Development in a Nutshell
