Download - 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
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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