Client Development in a Nutshell for Senior Associates
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The document provides strategies for lawyers to develop successful client relationships and become partners. It recommends developing credibility and relationships, becoming visible in your target market by identifying client problems and providing solutions, and joining organizations where you can meet potential clients. The document emphasizes the importance of having a detailed plan with goals, finding accountability partners, building your reputation through writing and speaking, and focusing on client service and building trust over time.
Client Development in a Nutshell for Senior Associates
- 1. 1 Strategies to Do Now to Make and Become a Successful Partner Cordell M. Parvin http://www.cordellparvin.com Client Development in a Nutshell
- 2. Credibility Relationships Recommendations Client Meetings Trust and Rapport Visibility Getting Hired Weak Ties
- 4. 4
- 5. 5
- 6. 6
- 8. You Either Have What It Takes OrYou Don’t C l i e n t D e v e l o p m e n t M y t h s
- 9. Just Do Good Work C l i e n t D e v e l o p m e n t M y t h s
- 10. TooYoung and Inexperienced to . . . C l i e n t D e v e l o p m e n t M y t h s
- 11. You Have To Be A Good Networker C l i e n t D e v e l o p m e n t M y t h s
- 12. You Have To “Ask” For The Business C l i e n t D e v e l o p m e n t M y t h s
- 13. Associates in Big Firms Do Not Need to Learn Client Development C l i e n t D e v e l o p m e n t M y t h s
- 14. 14 Traditional Lawyer Client Development “Push-Tactic”
- 15. 15 Clients Have More Choices, Less Time Client Development Has Changed
- 16. 16 You Have Less Time Client Development Has Changed
- 19. 19
- 20. 20 Lawyer Client Development Today It’s not what you know, Today it’s who knows what you know It’s not who you know,
- 21. 21 Client Development in 2015 “Pull-Tactic”
- 22. 22 Where to Start Client Development for 2015
- 23. Identify Clients’ Problems, Opportunities and Changes 23 Client Development for 2015
- 24. Draw Clients to You by Identifying Problems and Providing Creative Solutions 24 Client Development for 2015
- 25. Become Visible & Credible to Target Market 25 Client Development for 2015
- 26. Define Your Target Market 26 Client Development for 2015
- 27. Decide What You Want Target Market to Hire You to Do? 27 Client Development for 2015
- 28. Become Visible and Credible by Adding Value 28 Client Development for 2015
- 29. Join, Lead, Speak Client/Customer Organizations 29 Client Development for 2015
- 30. Determine Your Best Referral Sources 30 Client Development for 2015
- 31. 31 Planning
- 32. 32 Planning Think Optimistically and Plan Purposefully Successful Lawyers
- 33. 33 Why Have a Plan? Most Important Resources Energy Time
- 34. 34 Why Have a Plan?
- 35. Create a Plan With Goals 35 Planning
- 36. What is an Incredibly Ambitious Goal That Will Energize You? 36 Planning
- 37. 37 Plan Using Your Strengths Planning- Your BD Style
- 38. 38 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!
- 39. 39 Your Own Development Business - Marketing, Relationships Substantive Law Client Industry/ Business Knowledge
- 40. 40 Reputation / Profile Your Client Development Relationship Building
- 41. 41 Break Down 90 Day Goals Goals
- 43. 43 Next Week’s Action Item for Each Goal Goals
- 44. 44 Partner for Accountability How to Execute on Your Plan
- 45. Keith McMurdy 45 Getting the most by being accountable
- 46. 46 How to Become Visible and Credible
- 47. 47 CONNECTOR Connects people to each other Find Your BD Style
- 48. 48 MAVEN Connects people through sharing knowledge Find Your BD Style
- 49. 49 SALESMAN Uses knowledge to persuade and engage Find Your BD Style
- 50. 50 Build Internal Profile Develop Niche Practice Develop Niche Practice
- 51. 51 Industry Expertise Build Internal Profile
- 52. 52 Become “Go-To” Lawyer in Your Practice Build Internal Profile
- 53. 53 Build External Profile Website Bio Bar and Community Service Writing Speaking
- 55. 55 Bar and Community Service
- 57. 57 WRITING
- 58. Valuable Content 58 Writing/Speaking Written / Presented Well
- 60. 60
- 62. 62 Guides
- 63. 63 Writing How to Decide Topic
- 64. 64 Focus on Clients’ Problems, Opportunities, Internal and External Changes
- 65. 65SPEAKING
- 66. 66 Don’t Sell, Instead Teach A Speaking
- 69. 69 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.
- 70. 70 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?
- 71. 71 Start and Finish with High Energy Presentation Basics
- 72. 72 The Internet How has the internet changed client development?
- 75. 75 Think Outside the Box
- 77. 77 Webinars
- 78. Video 78
- 79. 79 Podcast
- 81. List and Focus on Your Contacts 81 Client Relationships
- 82. 82 How Clients Select Screen Based on Reputation Client Relationships
- 83. 83 Relationships Recommendations Weak Ties How Clients Select Client Relationships
- 84. Hire Lawyers They Trust and With Whom They Connect 84 Client Relationships
- 85. 85 Clients Care About Achieving Their Goals Client Relationships
- 86. 86 Understand Industry Business What Clients Want Client Relationships
- 87. 87 Understand Law that Affects Industry What Clients Want Client Relationships
- 88. 88 Focus on Client Service Client Relationships
- 92. 92 Components of Trust TRUST = C + R + I S C – Credibility R – Reliability I – Intimacy S – Self-orientation Build Trust Client Relationships
- 95. 95 Plan with Goals Accountability Become Visible and Credible Build Relationships Improve Client Service Repeat Above What Now?
- 96. 96 Strategies to Do Now to Make and Become a Successful Partner Cordell M. Parvin http://www.cordellparvin.com Client Development in a Nutshell