Tips on client development for law firm 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

3. Three Stories
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7. 7
AGC of America

8. You Either Have What
It Takes OrYou Don’t
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9. Just Do Good Work
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10. TooYoung and Inexperienced to . . .
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11. You Have To Be A Good Networker
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12. You Have To “Ask” For The Business
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13. Associates in Big Firms Do Not Need
to Learn Client Development
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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

17. Clients
Economy
Technology
What Has Changed?
17

18. Marketing Guru
18
Seth Godin

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
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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

54. 54
Website Bio
Social
Media
Download
vCard
Social
Media

55. 55
Bar and Community Service

56. 56
SPEAKINGWRITING

57. 57
WRITING

58. Valuable Content
58
Writing/Speaking
Written / Presented Well

59. 59
Social Media
Jackie Huba

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

67. 67
Connect with Audience
Charisma

68. 68
Lawyers and PowerPoint

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.

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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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Start and Finish with High Energy
Presentation Basics

72. 72
The Internet
How has the internet changed client
development?

73. 73
Old School/New School

74. 74
Locate
Organize
Disseminate
Connect
Interact

75. 75
Think Outside the Box

76. 76
Internet Radio
Kevin
O’Neill

77. 77
Webinars

78. Video
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Podcast

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Client Relationships

81. List and Focus on Your Contacts
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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

89. 89
Client Relationships
Build Relationships

90. 90
Build Rapport
Client Relationships

91. 91
Client Relationships
Build Trust

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Components of
Trust
TRUST = C + R + I
S
C – Credibility
R – Reliability
I – Intimacy
S – Self-orientation
Build Trust
Client Relationships

93. 93
Exceed Expectations
Client Relationships

94. 94
Patience
Persistence
Perservance
The
Three
P’s
Client Relationships
It Takes Time

95. 95
Plan with Goals
Accountability
Become Visible and Credible
Build Relationships
Improve Client Service
Repeat Above
What Now?

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Strategies to Do Now to Make and
Become a Successful Partner
Cordell M. Parvin
http://www.cordellparvin.com
Client Development
in a Nutshell