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Cordell M. Parvin http://www.cordellparvin.com
Client Development for 2014 and Beyond
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What Can We Learn From the Superbowl?
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What Can We Learn From the Superbowl?
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Three Stories About Tools
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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
Principles of Client Development
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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 Have More Choices, Less Time
Client Development Has Changed
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You Have Less Time
Client Development Has Changed
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Clients
Economy
Technology
What Has Changed?
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Marketing Guru
!15Seth 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 2014
“Pull-Tactic”
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Where to Start
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Identify Clients’ Problems, Opportunities and Changes !21
Client Development for 2014
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Draw Clients to You by Identifying Problems and Providing Creative Solutions
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Client Development for 2014
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Become Visible & Credible to Target Market!23
Client Development for 2014
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Define Your Target Market!24
Client Development for 2014
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Decide What You Want Target Market to Hire You to Do? !25
Client Development for 2014
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Become Visible and Credible by Adding Value !26
Client Development for 2014
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Join, Lead, Speak Client Organizations !27
Client Development for 2014
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Determine Your Best Referral Sources!28
Client Development for 2014
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1. Create Valuable Content
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2. Present/Write Well
Client Development for 2014
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!303. Distribute Widely
Client Development for 2014
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Weak Tie Reach
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Strong-Tie Buzz
Weak-Tie Buzz
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Weak Tie Buzz
2014
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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!39Reputation / 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 2014 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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!44Break 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
Partner for Accountability
How to Execute on Your Plan
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!48Become 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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Writing - Old Tools
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Writing - Old Tools
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WRITING: New
Tools
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Social Media
Jackie Huba
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Examples
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Blog
Seth Godin
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Guides
How To
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!60Jennifer Keller
Old Tool
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New Tool
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!62SPEAKING
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Speaking: Old Style Power 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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NNew Style Power Point/Keynote Slides
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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
!69Gary Vaynerchuk
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Find and Distribute Valuable Content
How to Make the Internet Work
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!72Locate
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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Podcast
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What Are You Going to Do Now?
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Plan with Goals Accountability Become Visible and Credible Use New and Old Tools Repeat Above
What Now?
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Cordell M. Parvin http://www.cordellparvin.com
Client Development for 2014 and Beyond