Developing*Trusted*Client*Partnerships*...“Brokers” (banks, VCs) ! Alumni ! Academics ! Retired...
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Developing Trusted Client Partnerships Sidley Austin Partner Meeting Practice Area Team Coordinators April 26, 2014 Andrew Sobel Advisors Growing Your Practice...and the Firm
Transcript of Developing*Trusted*Client*Partnerships*...“Brokers” (banks, VCs) ! Alumni ! Academics ! Retired...
Developing*Trusted*Client*Partnerships*
Sidley'Austin'Partner'Meeting'Practice'Area'Team'Coordinators'
April'26,'2014'
Andrew Sobel Advisors
Growing Your Practice...and the Firm
EXPERT FOR HIRE
CLIENT ADVISOR Individual Partner Role
NARROW
BROAD
Sidley Austin Firm
Relation-ship
TRUSTED PARTNER
VENDOR
TRUSTED ADVISOR
EXPERT
2*©2014 Andrew Sobel www.andrewsobel.com
The Client Growth Matrix*
TRUSTED PARTNER
1. Client Selection
2. Practice Brand
3. Collaboration
4. Key Client Management
5. Partner Coaching
The Client Growth Matrix*
3*
EXPERT FOR HIRE
CLIENT ADVISOR Individual Partner Role
NARROW
BROAD
Sidley Austin Firm
Relation-ship
©2014 Andrew Sobel www.andrewsobel.com
“The*difference*between*successful*people*and*really*successful*people*is*that*very*successful*people*say*no*to*almost*everything.”*
1.*Client*SelecCon*
4*©2014 Andrew Sobel www.andrewsobel.com
“A*prince*who*is*not*himself*wise*can*never*
be*well*advised.”**–Niccolò*Machiavelli*
5*www.andrewsobel.com
2.*BrandLbuilding*acCviCes*
Speaking ! Industry conferences ! Client events ! Firm-sponsored conferences ! Media events ! Webinars ! Teleseminars ! CLE programs
Others ! Media interviews ! Direct mail ! Advertising ! Third party endorsements ! Collaborator alliances ! Academic alliances ! Teaching ! Social media ! Affiliate programs ! Referrals
Intellectual Capital Development ! Primary research ! Surveys ! Legal solutions innovation Publishing
! Commercial articles ! Books ! Book chapters ! White papers ! Firm publications ! Website ! Web-based content ! Ezines/bulletins ! Blogs ! Videos/YouTube ! Podcasts/iTunes ! Press releases ! Booklets ! eBooks ! Special reports
Networking ! Industry associations ! Pro-bono ! Universities ! Personal events ! Private seminars ! Social/cultural events ! Journalists ! Collaborating firms ! “Brokers” (banks, VCs) ! Alumni ! Academics ! Retired executives ! Advisory boards
6*©2014 Andrew Sobel www.andrewsobel.com
3.*CollaboraCon*Barriers to
Collaboration 1. Time 2. Information
3.Rewards 4.Trust
7*©2014 Andrew Sobel www.andrewsobel.com
8*www.andrewsobel.com
4.*Key*Client*Management*
1. What*is*this*client’s*agenda?*2. What*are*our*aspiraCons?**
3. What*are*the*major*opportuniCes?*
4. What*relaConships*do*we*need*to********build*and*deepen?*
5. What*thought*leadership*can*we*bring?*
6. Who*can*help*within*the*firm?*
7. What’s*your*plan?*
9*©2014 Andrew Sobel www.andrewsobel.com
5.*Coaching*Partners*
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1. Thought*Leadership*2. Agenda*SeYng*
3. Many*to*Many*
4. Trusted*Advisor*5. Leveraging*the*Firm*
6. Totality*of*the*Problem*
LEAD%INDICATORS%
5.*Coaching*Partners*
11*©2014 Andrew Sobel www.andrewsobel.com http://andrewsobel.com/sidley
