Boston Bar Association-Starting Right for Career Success

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Starting Right for Career Success

Cordell M. Parvin http://www.cordellparvin.com

Brand Yourself

Plan

ProfileBuilding

RelationshipBuilding

Takeaway How I Will Implement

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Law School Teaches

Think like a lawyer

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Law School Does NOT Teach

What it Takes to Succeed

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Successful Lawyers

Take Responsibility for Their Career

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Successful Lawyers

Know What They Want

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Successful Lawyers

Use Their Time Wisely

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Successful Lawyers

Work Each Day to Become Better

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Dream Big!!

Build Your Confidence

Lizzette Zubey

Successful Lawyers

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Andrea Anderson

Successful Lawyers

Build Relationships

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Successful Lawyers

Build Their Profile

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Build Profile

Get Outside Comfort

Zone

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Successful Lawyers

Lizzette Zubey

Get Comfortable Outside Comfort Zone

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Successful Lawyers

Spend Quality Time with Their Family

Planning

Think Optimistically and Plan Purposefully

Successful Lawyers

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Why Have a Plan

Challenges

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Create A Plan

18What

2016 Plan

Goals

90 Days

Why Important

How

Next Week

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Planning for Young Lawyers

Start with Focus on Long-Term

2021

2016

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Begin With What

January 2021

Do You Have an Incredibly Ambitious Goal That Energizes You?

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Three Planning Points

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Why Important?

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What - Example, Alison Rowe

Alison Rowe

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What - Example, Travis Crabtree

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What - Example, Cordell

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Next - Why Important?

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Why - Big Rocks

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Then: How?

Plan Using Your Strengths

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Find Out What Works Best for You

How

Judy Springer

Set the Most Effective Goals

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How

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Simon Sinek

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Simon Sinek

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• Generate $_____ • Obtain ___ new clients • Expand relationship with

_____ clients • Bill ____ hours

Motivating End Result Goals

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• Learn How to____ • Read ___ • Pro Bono Work on _____ • Speak at ____ • Write ___ articles and get them published • Contact ___ law school classmates • Meet with ____ contacts • Add ____ to my web page bio

Detailed Action 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!

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500 Hours to Invest 100 Administrative ___ Your Development ___ Client Development

Bottom Up

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Your Development

Substantive Law Industry and Business

Knowledge Client Development Skills

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Your Development

Develop Skills Capital

Develop Social Capital

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How

Relationship BuildingReputation / Profile

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90 Day Plan (Actions)

List Actions for Next 90 Days

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Plan Each Week

What? How Long? When?

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Plan Each Week

if Xthen Y

Make Yourself Accountable

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How

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Accountability

Fitness Partner

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Accountability

Keith McMurdy

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Accountability

Keep Journal

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Client Development 2016

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Advice for Young Lawyers

Mike Maransky

Start Early

You Either Have What It Takes Or You Don’t

C l i e n t

D e v e l o p m e n t

M y t h s

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Clients Have More Choices, Less Time

Client Development Has Changed

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You Have Less Time

Client Development Has Changed

Clients

Economy

Technology

What Has Changed?

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Marketing Guru

53Seth Godin

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Lawyer Client Development Today

It’s not what you know,

Today it’s who knows what you know

It’s not who you know,

56Where to Start

Client Development for 2016

Identify Clients’ Problems, Opportunities and Changes

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Draw Clients to You by Providing Creative Solutions

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Credibility

Relationships

Recommendations

Client Meetings

Trust and Rapport

Visibility

Getting Hired

Weak Ties

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How to Become Visible and Credible

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Build Profile

Industry Expertise

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Build Profile

Website Bio

Bar and Community Service

Writing

Speaking

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Website Bio

Social

Media

Download

vCard

Social Media

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Bar and Community Service

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SPEAKING WRITING

WRITING

Valuable Content

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Writing/Speaking

Written / Presented Well

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Guides

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Writing

How to Decide Topic

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Focus on Clients’ Problems,

Opportunities, Internal and External Changes

72SPEAKING

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Speaking

Teach

A

74Connect with Audience

Charisma

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Lawyers and PowerPoint

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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.

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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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NNew Style Power Point/Keynote Slides

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New Style Power Point/Keynote Slides

80Start and Finish with High Energy

Presentation Basics

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The Internet

How has the internet changed client development?

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Old School/New School

83Locate

Organize

Disseminate

Connect

Interact

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Webinars

Video

85

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Podcast

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Client Relationships

List and Focus on Your Contacts88


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How Clients Select Screen Based on Reputation


90

Relationships

Recommendations

Weak Ties

How Clients Select


Hire Lawyers They Trust and With Whom They Connect 91


92Clients Care About Achieving Their Goals


93Understand Industry Business

What Clients Want


94Understand Law that Affects Industry

What Clients Want


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Build Relationships

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Build Trust

97Build Rapport


98Focus on Client Service


99Exceed Expectations


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Patience

Persistence

PerservanceThe

Three P’s


It Takes Time

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Staci Riordan

Patience/Passion

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Plan with Goals Accountability Become Visible and Credible Build Relationships Improve Client Service Repeat Above

What Now?

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Starting Right for Career Success

Cordell M. Parvin http://www.cordellparvin.com

Brand Yourself