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Client Development Coaching Programs
Cordell M. Parvinhttp://www.cordellparvin.com
Law Firm Management
Skeptical?
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My Presentation Will Give You
Tools to Convince Skeptical Lawyers
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My Presentation Will Answer
Why Coaching?
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My Presentation Will Show You
What Will Make It Successful?
Tools to Convince Skeptical Partners
6Increase Firm Revenue
Credibility
Relationships
Recommendations
Client Meetings
Trust and Rapport
Visibility
Getting Hired
Weak Ties
Reputation / Profile
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Client Development Has Changed
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
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Clients Have More Choices, Less Time
Client Development Has Changed
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Your Lawyers Have Less Time
Client Development Has Changed
Clients
Economy
Technology
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Client Development Has Changed
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Today, It is not what you know, or who you know, it is who knows what you know
Client Development Has Changed
Why Client Development Coaching
13One Shot Training Program Does Not Work
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Tags: Careers, Work/Life 1 Readers Recommended this Article
Article location:http://www.fastcompany.com/magazine/94/open_change-or-die.html
December 19, 2007
Change or Die
By Alan Deutschman
What if you were given that choice? For real. What if it weren't just the hyperbolic rhetoricthat conflates corporate performance with life and death? Not the overblown exhortations of a rabid boss, or a slick motivational speaker, or a self-dramatizing CEO. We're talking actual life or death now. Your own life or death. What if a well-informed, trusted authority figure said you had to make difficult and enduring changes in the way you think and act? If you didn't, your time would end soon -- a lot sooner than it had to. Could you change when change really mattered? When it mattered most?
Yes, you say?
Try again.
Yes?
You're probably deluding yourself.
You wouldn't change.
Don't believe it? You want odds? Here are the odds, the scientifically studied odds: nineto one. That's nine to one against you. How do you like those odds?
This revelation unnerved many people in the audience last November at IBM's "GlobalInnovation Outlook" conference. The company's top executives had invited the most farsighted thinkers they knew from around the world to come together in New York and propose solutions to some really big problems. They started with the crisis in health care, an industry that consumes an astonishing $1.8 trillion a year in the United States alone, or 15% of gross domestic product. A dream team of experts took the stage, and you might have expected them to proclaim that breathtaking advances in science and technology -- mapping the human genome and all that -- held the long-awaited answers. That's not what they said. They said that the root cause of the health crisis hasn't changed for decades, and the medical establishment still couldn't figure out what to do
Change or Die
What if you were given that choice?
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about it.
Dr. Raphael "Ray" Levey, founder of the Global Medical Forum, an annual summitmeeting of leaders from every constituency in the health system, told the audience, "A relatively small percentage of the population consumes the vast majority of the health-care budget for diseases that are very well known and by and large behavioral." That is, they're sick because of how they choose to live their lives, not because of environmental or genetic factors beyond their control. Continued Levey: "Even as far back as when I was in medical school" -- he enrolled at Harvard in 1955 -- "many articles demonstrated that 80% of the health-care budget was consumed by five behavioral issues." Levey didn't bother to name them, but you don't need an MD to guess what he was talking about: too much smoking, drinking, eating, and stress, and not enough exercise.
Then the knockout blow was delivered by Dr. Edward Miller, the dean of the medicalschool and CEO of the hospital at Johns Hopkins University. He turned the discussion to patients whose heart disease is so severe that they undergo bypass surgery, a traumatic and expensive procedure that can cost more than $100,000 if complications arise. About 600,000 people have bypasses every year in the United States, and 1.3 million heart patients have angioplasties -- all at a total cost of around $30 billion. The procedures temporarily relieve chest pains but rarely prevent heart attacks or prolong lives. Around half of the time, the bypass grafts clog up in a few years; the angioplasties, in a few months. The causes of this so-called restenosis are complex. It's sometimes a reaction to the trauma of the surgery itself. But many patients could avoid the return of pain and the need to repeat the surgery -- not to mention arrest the course of their disease before it kills them -- by switching to healthier lifestyles. Yet very few do. "If you look at people after coronary-artery bypass grafting two years later, 90% of them have not changed their lifestyle," Miller said. "And that's been studied over and over and over again. And so we're missing some link in there. Even though they know they have a very bad disease and they know they should change their lifestyle, for whatever reason, they can't."
Changing the behavior of people isn't just the biggest challenge in health care. It's themost important challenge for businesses trying to compete in a turbulent world, says John Kotter, a Harvard Business School professor who has studied dozens of organizations in the midst of upheaval: "The central issue is never strategy, structure, culture, or systems. The core of the matter is always about changing the behavior of people." Those people may be called upon to respond to profound upheavals in marketplace dynamics -- the rise of a new global competitor, say, or a shift from a regulated to a deregulated environment -- or to a corporate reorganization, merger, or entry into a new business. And as individuals, we may want to change our own styles of work -- how we mentor subordinates, for example, or how we react to criticism. Yet more often than not, we can't.
CEOs are supposedly the prime change agents for their companies, but they're often asresistant to change as anyone -- and as prone to backsliding. The most notorious recent example is Michael Eisner. After he nearly died from heart problems, Eisner finally heeded his wife's plea and brought in a high-profile number-two exec, Michael Ovitz, to
“If you look at people after coronary-artery bypass grafting two years later, 90% of them have not changed their lifestyle.”
Why Client Development Coaching
16Create/Enhance Marketing Culture
Managing Partner- Cary Gray
Create/Enhance Marketing Culture
Why Client Development Coaching
Why Client Development Coaching
18Building Confidence
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Think Big!!
Building Confidence
Lizzette Zubey
Why Client Development Coaching
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What Was Your Take Away from the Coaching
Program
Andrea Anderson
Building Confidence and Relationships
Why Client Development Coaching
Why Client Development Coaching
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More Focus
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How do you plan your client development
efforts?
Kevin O’Neill
Why Client Development Coaching
More Focus
Why Client Development Coaching
23Teamwork and Collaboration
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Accountability and Teamwork
Keith McMurdy
Why Client Development Coaching
Why Client Development Coaching
25Fun!
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Group Interaction
Nicole Snyder
Why Client Development Coaching
Success-Select the Right Coach
Client Development Coaching Program
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28Success-Coach’s Role Coaching
Client Development Coaching Program
29
Determining What Will Work
Best
Anne Marie O’Brien
Client Development Coaching Program
30Success-Coach’s Role Teaching
Client Development Coaching Program
Success - Most Important Select the Right Lawyers for Coaching
Client Development Coaching Program
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Success - Group and Individual Goals
Client Development Coaching Program
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Client Development Coaching Program
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Success -Group and Individual
Goals
Rusty Gray
Success -How many, how long, how often
Client Development Coaching Program
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Jay O’Keeffe
Successful Coaching Program
Benefits of coaching program
How much non-billable time did you devote to the coaching program? 36
Successful Coaching Program
How are you overcoming challenges for client development? 37
Successful Coaching Program
Angie Davis
38
Successful Coaching Program
Judy Springer
What was the biggest take away?
What was the most fun/rewarding39
Successful Coaching Program
Angie Davis
40
Successful Coaching Program
Anne Bancroft
What one piece of advice would you give lawyers to help them be
successful in a coaching program?
Describe how you worked through the video coaching program 41
Successful Coaching Program
How did participating in the group coaching call help you? 42
Successful Coaching Program
What did you gain from a one-on-one coaching session? 43
Successful Coaching Program
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Client Development Coaching Programs
Cordell M. Parvinhttp://www.cordellparvin.com
Describe How the Coaching Program Worked in Your Firm 45
Panel Questions
What would a typical one-on-one coaching session be like? 46
Panel Questions
What would a typical group coaching session be like? 47
Panel Questions
What, if any, results have you seen from your efforts? 48
Panel Questions
How has coaching changed any preconceived
notions you had about client
development?
Panel Questions
Describe the benefits of having a team participate in the coaching program. 50
Panel Questions
What did you do to build relationships?51
Panel Questions
What did you do to raise your visibility and credibility? 52
Panel Questions
53
Panel Questions
What are you doing differently as a result?
Tricia DeLeon
What was the most important thing your coaching group did as a group? 54
Panel Questions
What client development challenges have you faced? 55
Panel Questions