Post on 01-Dec-2014
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Securing, Retaining and Expanding Client Relationships
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
Credibility
Relationships
Recommendations
Client Meetings
Trust and Rapport
Visibility
Getting Hired
Weak Ties
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Planning to Use Time Wisely
Visibility and Credibility
Relationships and Getting Hired
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Planning
Why Have a Plan?
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Making Time -Motivation and Follow
Through
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
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Cynthia Pladziewicz
Plan Based on Your Strengths
Create a Plan With Goals
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Planning
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LAWYER DEVELOPMENT PLANFY 2013 Attorney Development Plan
2013 Development Plan
_______________
2013
2013 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
22Reputation / Profile
My Client Development
Relationship Building
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What Are Your Goals?
Goals
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Rank Your Goals
1. Originate $___ in business2. Bill ___ hours3. Obtain ___ new clients4. Meet with __ contacts quarterly
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Activity to Achieve Goal?
Goals
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!
27Break Down 90 Day Goals
Goals
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29Next Week’s Action Item for Each Goal
Goals
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Partner for Accountability
How to Execute on Your Plan
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Keith McMurdy
Partner for Accountability
How to Execute on Your Plan
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How to Become Visible and Credible
33You Have to Stand Out in a Crowd
Client Development
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Be Willing to Make Changes
Lizzette Zubey
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Regularly Update
Your Website
Bio
Visible and Credible
36Narrow Your Focus
37Remarkable Ideas for Narrow Market
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
42Active 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
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Jennifer
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55SPEAKING
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Speaking
What is your objective?
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Don’t Sell, Instead Teach
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When I Write or Speak
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10.00
40.00
50.00 What you SayHow it SoundsHow it Looks
Non-Verbal Communication
The Way Audiences Receive Your Message
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Non-Verbal Communication
Confidence
Competence
Charisma
Connection
60Connect with Audience
Charisma
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Lawyers and PowerPoint
62Start and Finish with High Energy
Lawyers and PowerPoint
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Relationships and Getting Hired
List and Focus on Your Contacts64
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 70
Relationships / Getting Hired
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Learn How to Ask Good Questions
Relationships / Getting Hired
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Learn How to Actively Listen
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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Cordell M. Parvinhttp://www.cordellparvin.com
Client Development in a Nutshell
Securing, Retaining and Expanding Client Relationships