Building your client development tool kit
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1. The document discusses tools and strategies for client development, highlighting the importance of planning with goals, accountability, and becoming visible and credible through both traditional and new media. 2. It notes that client development has shifted from traditional "push tactics" to a "pull tactic" approach leveraging social media to expand weak tie networks. 3. Key recommendations include writing valuable content, distributing it widely through blogs and online video, and using new media like webinars and internet radio to build reputation and relationships with potential clients.
Building your client development tool kit
- 1. 1 Building Your Client Development Tool Kit: The nuts and bolts of business development Cordell M. Parvin http://www.cordellparvin.com
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- 7. Recommendations Trust and Rapport Visibility Getting Hired Credibility Client Meetings Relationships Reputation / Profile Weak Ties
- 8. 8 Four Eras of Client Development 1. Do Good Work 2. Unsolicited Contact 3. Websites / Branding
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- 10. 10 Traditional Lawyer Client Development “Push-Tactic”
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- 15. 15 Lawyer Client Development Today It’s not what you know, Today it’s who knows what you know It’s not who you know,
- 16. 16 Client Development in 2013 “Pull-Tactic”
- 17. Weak Tie Reach 17 Strong-Tie Buzz Weak-Tie Buzz
- 18. 18 Weak Tie Buzz 2013 Geometrically Expanded by Social Media
- 19. 19 Planning: The First Tool
- 20. 20 Successful Lawyers Think Optimistically and Plan Purposefully
- 21. 21 Why Have a Plan? Most Important Resources Energy Time
- 22. 22 Why Have a Plan?
- 23. What is an Incredibly Ambitious Goal That Will Energize You? 23 Planning: Step 1
- 24. 24 Decide on How Many Hours to Invest 100 Administrative ___Client Development ___ Your Development Planning: Step 2
- 25. 25 Reputation / Profile Relationship Building Planning: Step 2
- 26. Create a Plan With Goals 26 Planning- Step 2
- 27. 27 Plan Using Your Strengths Planning- Step 2
- 28. 28 Your 2013 Plan Develop Your Action Steps
- 29. 29 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!
- 30. 30 Break Down to 90 Days Actions How to Execute on Your Plan
- 31. 31 Identify, Plan and Schedule Activities Each Week How to Execute on Your Plan
- 32. 32 Partner for Accountability How to Execute on Your Plan
- 33. Keith McMurdy 33 Getting the most by being accountable
- 34. 34 Become Visible and Credible Reputation Building
- 35. 35 Reputation Building: Old Tools Website Bio Bar and Community Service Writing Speaking
- 36. 1. Valuable Content 36 Writing/Speaking:Three Essential Points 2. Written / Presented Well
- 37. 37What Matters to Your Clients? Reputation Building
- 38. Focus on Clients’ Problems, Opportunities, Internal and External Changes 38
- 39. 39 Writing - Old Tools
- 40. 40 Writing - Old Tools
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- 46. 46 Blogs
- 47. 47 SPEAKING
- 48. 48 Speaking: Old StylePower Point Slides
- 49. 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.
- 50. 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?
- 51. 51 The Internet How has the internet changed client development?
- 53. Wine and Social Media Guru 53 Gary Vaynerchuk
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- 55. 55 Find and Distribute Valuable Content How to Make the Internet Work
- 57. 57 Third Essential Point 3. Use Internet for Wide Distribution
- 58. 58 Think Outside the Box
- 60. 60 Webinars
- 61. Video 61
- 63. 63 What Are You Going to Do Now?
- 64. 64 Plan with Goals Accountability Become Visible and Credible Use New and Old Tools Repeat Above What Now?
- 65. 65 Building Your Client Development Tool Kit: The nuts and bolts of business development Cordell M. Parvin http://www.cordellparvin.com