Client Development Now and in the Future

!1
Cordell M. Parvin 
http://www.cordellparvin.com
Client Development
for Now and the
Future

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

Clients
Economy
Technology
What Has Changed?
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Remarkable
Extraordinary
Memorable

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It’s not what you know,
Today it’s who knows
what you know
It’s not who you know,

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Client Development in Now and Beyond
“Pull-Tactic”

Identify Clients’ Problems,
Opportunities and Changes !19
Client Development Now and Beyond

Draw Clients to You by Identifying
Problems and Providing Creative Solutions
!20
Client Development for Now and Beyond

Become Visible & Credible to Target Market
!21

Define Your Target Market
!22

Decide What You Want Target
Market to Hire You to Do? !23

Become Visible and
Credible by Adding Value !24

Join, Lead, Speak Client/
Customer Organizations
!25
Client Dev Now and Beyond

Determine Your Best Referral Sources
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1. Create Valuable
Content
!27
2. Present/Write Well

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3. Distribute Widely

Weak Tie Reach
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Strong-Tie Buzz
Weak-Tie Buzz

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Successful Lawyers
Think Optimistically and Plan Purposefully

!32
Why Have a Plan?
Most Important Resources
Energy Time

Create a Plan With Goals
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Plan

What is an Incredibly Ambitious Goal
That Will Energize You?
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Plan

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Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Plan

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Reputation / Profile Relationship Building
Plan

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Plan Using Your
Strengths
Plan

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Your Now and Beyond 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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Break Down to 90 Days Actions
How to Execute on Your Plan

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Identify, Plan and Schedule Activities Each Week

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Partner for Accountability

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Keith
McMurdy
Partner for Accountability

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Become Visible and Credible
Build Your Reputation

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Reputation Building: Old/New Tools
Website Bio
Bar and Community
Service
Writing
Speaking

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Bio - New Tool
SocialMedia
Download
vCard

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E-mail Signature - Old Tool
Cordell M. Parvin
17300 Preston Road, Suite 310
Dallas, TX 75252
Direct Dial (214) 866-0074
Cell: (214) 663-3794

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E-mail Signature - New Tool

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Speaking: Old Style Power Point Slides

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.

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?

Wine and Social Media Guru
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Gary Vaynerchuk

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New Tools
Geometrically Expanded by Social Media

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Locate
Organize
Disseminate
Connect
Interact
Internet / Social Media

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Online Video Presentations

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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 Now and Beyond
and Beyond

Client Development Now and in the Future

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