Post on 01-Dec-2014
description
1
Securing, Retaining and Expanding Client Relationships
Cordell M. Parvinhttp://www.cordellparvin.com
Client Development in a Nutshell
You Either Have What It Takes Or You Don’t
Client
Development
Myths
Lizzette Zubey
3
Think Big and Are Confident
Just Do Good Work
Client
Development
Myths
Too Young and Inexperienced to . . .
Client
Development
Myths
You Have To Be A Good Networker
Client
Development
Myths
You Have To “Ask” For The Business
Client
Development
Myths
Andrea Anderson
8
Develop Relationships
Credibility
Relationships
Recommendations
Client Meetings
Trust and Rapport
Visibility
Getting Hired
Weak Ties
10
Planning to Use Time Wisely
Visibility and Credibility
Relationships and Getting Hired
11
Planning
Why Have a Plan?
12
Making Time -Motivation and Follow
Through
Why have a plan?13
Planning
Angie Davis
14
Why Have a Plan?
Most Important ResourcesEnergy Time
15
Planning
16
Cynthia Pladziewicz
Plan Based on Your Strengths
Create a Plan With Goals
17
Planning
18
LAWYER DEVELOPMENT PLANFY 2013 Attorney Development Plan
2013 Development Plan
_______________
2013
2013 Performance Plan @ Actual Rates (based upon hrs)
19
How I Prepare My Plan?
Goals
Hours
Goals
Hours
Activities
20
500 Hours to Invest
100 Administrative
___Client Development
___ Your Development
Planning
21
Substantive Law
Construction Industry Knowledge
Business - Marketing, Relationships
My Own Development
22Reputation / Profile
My Client Development
Relationship Building
23
What Are Your Goals?
Goals
24
Rank Your Goals
1. Originate $___ in business2. Bill ___ hours3. Obtain ___ new clients4. Meet with __ contacts quarterly
25
Activity to Achieve Goal?
Goals
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!
27Break Down 90 Day Goals
Goals
28
29Next Week’s Action Item for Each Goal
Goals
30
Partner for Accountability
How to Execute on Your Plan
31
Keith McMurdy
Partner for Accountability
How to Execute on Your Plan
32
How to Become Visible and Credible
33You Have to Stand Out in a Crowd
Client Development
34
Be Willing to Make Changes
Lizzette Zubey
35
Regularly Update
Your Website
Bio
Visible and Credible
36Narrow Your Focus
37Remarkable Ideas for Narrow Market
Plan Your Future
38
Nicole Snyder
39
The Tipping Point
40
The Law of the Few
41
CONNECTORConnects people to
each other
The Law of the Few
42Active in Bar and Community Activities
Connector
43
MAVENConnects people through sharing
knowledge
44
SPEAKINGWRITING
45
SALESMANUses knowledge to persuade and
engage
What You Need to Do
46
WRITING
47
Writing
How to Decide Topic
48
Stickiness Factor
49
Create Guides
50
Jennifer
54
55SPEAKING
56
Speaking
What is your objective?
57
Don’t Sell, Instead Teach
A
When I Write or Speak
58
10.00
40.00
50.00 What you SayHow it SoundsHow it Looks
Non-Verbal Communication
The Way Audiences Receive Your Message
59
Non-Verbal Communication
Confidence
Competence
Charisma
Connection
60Connect with Audience
Charisma
61
Lawyers and PowerPoint
62Start and Finish with High Energy
Lawyers and PowerPoint
63
Relationships and Getting Hired
List and Focus on Your Contacts64
Relationships / Getting Hired
65
A System to Focus on Your Contacts for Best Results
Prioritize Contacts
Upgrade nature of contactLearn personal information and professional needs
Contact Focus
Clients Hire Lawyers Over Law Firms
66
Relationships / Getting Hired
67
Legal Services - My Thoughts
Commodity Work - Low Price DeterminesBet the Company They Hire the BestReal Opportunity
30%
10%
60%
68
How Clients SelectScreen Based on Reputation
Relationships / Getting Hired
69
Relationships
Recommendations
Weak Ties
How Clients Select
Relationships / Getting Hired
Hire Lawyers They Trust and With Whom They Connect 70
Relationships / Getting Hired
71
Learn How to Ask Good Questions
Relationships / Getting Hired
72
Learn How to Actively Listen
Relationships /Getting Hired
73
Personality type
How they speak and receive information
Empathy
Three Aspects
Building Rapport
74
Control
Emote
Ask Tell
AnalyticalUnder stress Avoid
DrivingUnder stress
Autocratic
AmiableUnder stress
Acquiesce
ExpressiveUnder stress
Attack
Building Rapport - Temperaments
75
Visual Learners – ShowingAural Learners – TellingKinesthetic Learners - Experiencing
Building Rapport - Communication
76
Building Rapport-Empathy
77
What Clients Want
Focus on Client Service
78
Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsImprove Client ServiceRepeat Above
What Now?
79
Cordell M. Parvinhttp://www.cordellparvin.com
Client Development in a Nutshell
Securing, Retaining and Expanding Client Relationships