Building your client development tool kit

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Building Your Client Development Tool Kit:

The nuts and bolts of business development

Cordell M. Parvinhttp://www.cordellparvin.com

Three Stories

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AGC of America

Recommendations

Trust and Rapport

Visibility

Getting Hired

Credibility

Client Meetings

Relationships

Reputation / Profile

Weak Ties

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Four Eras of Client Development

1. Do Good Work

2. Unsolicited Contact

3. Websites / Branding

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Traditional Lawyer Client Development

“Push-Tactic”

Clients

Economy

Technology

What Has Changed?

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Marketing Guru

12Seth Godin

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Remarkable

Extraordinary

Memorable

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Lawyer Client Development Today

It’s not what you know, Today it’s who knows what you knowIt’s not who you know,

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Client Development in 2013

“Pull-Tactic”

Weak Tie Reach

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Strong-Tie Buzz

Weak-Tie Buzz

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Weak Tie Buzz

2013

Geometrically Expanded by Social Media

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Planning: The First Tool

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Successful Lawyers

Think Optimistically and Plan Purposefully

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Why Have a Plan?

Most Important ResourcesEnergy Time

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Why Have a Plan?

What is an Incredibly Ambitious Goal That Will Energize You?

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Planning: Step 1

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Decide on How Many Hours to Invest

100 Administrative

___Client Development

___ Your Development

Planning: Step 2

25Reputation / Profile Relationship Building

Planning: Step 2

Create a Plan With Goals

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Planning- Step 2

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Plan Using Your Strengths

Planning- Step 2

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Your 2013 Plan

Develop Your Action

Steps

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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!

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Break Down to 90 Days Actions

How to Execute on Your Plan

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Identify, Plan and Schedule Activities Each Week

How to Execute on Your Plan

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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

34Become Visible and Credible

Reputation Building

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Reputation Building: Old Tools

Website Bio

Bar and Community Service

Writing

Speaking

1. Valuable Content

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Writing/Speaking:Three Essential Points

2. Written / Presented Well

37What Matters to Your Clients?

Reputation Building

Focus on Clients’ Problems,

Opportunities, Internal and External Changes

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Writing - Old Tools

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Writing - Old Tools

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WRITING: New

ToolsBlogs

43Jackie Huba Social Media

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Blogs

47SPEAKING

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Speaking: Old StylePower Point Slides

Compliance Programs

• Goal: self-policing and changing the corporate culture to include a commitment to ethics and compliance with civil and criminal laws.

• Double-edged sword: if a crime is committed in the face of a compliance program, it may suggest that the company is not truly committed to changing its corporate culture.

Compliance Programs, continued• The compliance program must be designed to catch the most

likely misconduct given the corporation's primary business. • Whether the program is adequately designed for maximum

effectiveness in preventing and detecting wrongdoing by employees;

• Whether corporate management is enforcing the program or is it tacitly encouraging or pressuring employees to engage in misconduct to achieve the business objectives; and

• Investigators will interview rank-and-file employees to determine the effectiveness of and commitment to the ethics/compliance program.

• Is there an audit function so that the corporation can determine its effectiveness?

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The Internet

How has the internet changed client development?

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Old School/New School

Wine and Social Media Guru

53Gary Vaynerchuk

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Find and Distribute Valuable Content

How to Make the Internet Work

56Locate

Organize

Disseminate

Connect

Interact

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Third Essential Point

3. Use Internet for Wide Distribution

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Think Outside the Box

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Internet Radio

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Webinars

Video

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Online Video Presentations

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What Are You Going to Do Now?

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Plan with GoalsAccountabilityBecome Visible and CredibleUse New and Old ToolsRepeat Above

What Now?

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Building Your Client Development Tool Kit:

The nuts and bolts of business development

Cordell M. Parvinhttp://www.cordellparvin.com