Client development for 2013 and beyond
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This document provides recommendations for client development strategies in 2013 and beyond. It discusses that traditional "push tactics" are no longer effective and that successful strategies now rely on "pull tactics" using social media to create weak tie buzz. Lawyers should focus on building their reputation and credibility by creating valuable online content through blogging, speaking, and distributing content widely through the internet. The document stresses the importance of having a detailed client development plan with goals and accountability, using both new internet tools and traditional methods, and then repeating the process.
Client development for 2013 and beyond
- 1. 1 Client Development for 2013 and Beyond: 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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- 47. 47 Blogs
- 48. 48 SPEAKING
- 49. 49 Speaking: Old StylePower Point Slides
- 50. 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.
- 51. 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?
- 52. 52 The Internet How has the internet changed client development?
- 54. Wine and Social Media Guru 54 Gary Vaynerchuk
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- 56. 56 Find and Distribute Valuable Content How to Make the Internet Work
- 58. 58 Third Essential Point 3. Use Internet for Wide Distribution
- 59. 59 Think Outside the Box
- 61. 61 Webinars
- 62. Video 62
- 64. 64 What Are You Going to Do Now?
- 65. 65 Plan with Goals Accountability Become Visible and Credible Use New and Old Tools Repeat Above What Now?
- 66. 66 Building Your Client Development Tool Kit: The nuts and bolts of business development Cordell M. Parvin http://www.cordellparvin.com