building your client development tool kit
DESCRIPTION
Presentation to lawyers on client development tools for 2013.TRANSCRIPT
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Building Your Client Development Tool Kit:
The nuts and bolts of business development
Cordell M. Parvinhttp://www.cordellparvin.com
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Three Stories
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AGC of America
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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”
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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”
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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?
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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
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25Reputation / Profile Relationship Building
Planning: Step 2
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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
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Keith McMurdy
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Getting the most by being accountable
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34Become Visible and Credible
Reputation Building
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Reputation Building: Old Tools
Website Bio
Bar and Community Service
Writing
Speaking
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1. Valuable Content
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Writing/Speaking:Three Essential Points
2. Written / Presented Well
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37What Matters to Your Clients?
Reputation Building
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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
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43Jackie Huba Social Media
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Blogs
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47SPEAKING
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Speaking: Old StylePower Point Slides
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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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The Internet
How has the internet changed client development?
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Old School/New School
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Wine and Social Media Guru
53Gary Vaynerchuk
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Find and Distribute Valuable Content
How to Make the Internet Work
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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
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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