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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

3

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

8

Develop Relationships

Credibility

Relationships

Recommendations

Client Meetings

Trust and Rapport

Visibility

Getting Hired

Weak Ties

10

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

15

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

50

Jennifer

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55SPEAKING

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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 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

67

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