cross serving in the 21st century

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Cross-ServingIn the 21st Century

Cordell M. Parvinhttp://www.cordellparvin.com

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Client Development Has Changed

ClientsEconomyTechnology

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Real Opportunity

Commodity Work - Low Price DeterminesBet the Company They Hire the BestReal Opportunity

30%

10%

60%

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Clients First

What It Is

Anticipate client needsMaximizing the Firm’s expertiseAdding value for the client

Cross-Serving

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Clients First

Clients Care About Achieving Their Goals

6Extraordinary Service

Clients First

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How Do You Do It

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Know Your Client

Market Based on What Your Clients Do

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Know Your Client

Website/Online Research

Research the Client

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Know Your Client

Annual Report

Research the Client

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Know Your Client

Industry Publications

Research the Client

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Know Your Client

Clients, Industry, Competitors

Google Alerts

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Know Your Client

Ask - Don’t Sell

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Know Your Client

Listen Carefully

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Build Relationship

Client Tour of Your Office

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Build Relationship

Go to Their Office

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Build Relationship

Seminars Present Skill of Other Attorneys

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Build Relationship

Get Involved in Their Causes

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Build Relationship

Engage by Getting Feedback

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Cross Educate

Get Out of Your Practice Group

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Cross Educate

Know Your Partners’ Capabilities

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Cross Educate

Read Newsletters from Other PGs

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Cross Educate

What You Can Do

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Cross Educate

What You Have Written

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Cross Educate

Target Market

Identify

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Cross Educate

Clients

Identify

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Cross Educate

Firm Clients

Identify

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Cross Educate

Potential Clients

Identify

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Cross Educate

Kind of Work

Identify

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Cross Educate

“Go To” areas

personal interest

Identify

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Use Marketing Professionals

Evaluate OpportunitiesIdeas to Expand Relationships

StrategiesMaximizing ROI

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It Takes Time

Have Patience

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Measure and Reward

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Cross-ServingIn the 21st Century

Cordell M. Parvinhttp://www.cordellparvin.com