Florida Construction Lawyers Presentation
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1 Construction Lawyers Business Development for 2013 and Beyond Cordell M. Parvin http://www.cordellparvin.com
description
Presentation to Florida Construction Lawyers April 8, 2013
Transcript of Florida Construction Lawyers Presentation
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Construction LawyersBusiness Development for 2013 and Beyond
Cordell M. Parvinhttp://www.cordellparvin.com
Three Stories
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AGC of America
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The Challenge
Dr. Larry Richard, Hildebrandt International Studies of 18 Personality Traits of Lawyers Using the "Caliper Profile"
SkepticsLawyers are:
Autonomous
Lacking Social SkillsAbstract ReasonersImpatientLacking Resilience
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Successful Lawyers
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Know what they want
Think big and are confident
Successful Business Developers
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Know what they want
Think big and are confident
Plan and use their time wisely
Successful Business Developers
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Know what they want
Think big and are confident
Plan and use their time wisely
Become visible and credible to potential clients and referral sources
Successful Business Developers
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Understand their client’s business and their needs
Develop relationships
Successful Business Developers
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Understand their client’s business and their needsDevelop relationships
Build a team
Deliberately work on getting comfortable outside their comfort zone
Successful Business Developers
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Seen as
“Go To” Construction
Lawyer
Successful Business Developers
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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”
Clients
Economy
Technology
What Has Changed?
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Marketing Guru
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Remarkable
Extraordinary
Memorable
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Law Firm Marketing Today
It’s not what you know, Today it’s who knows what you knowIt’s not who you know,
Recommendations
Trust and Rapport
Visibility
Getting Hired
Credibility
Client Meetings
Relationships
Reputation / Profile
Weak Ties
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Client Development in 2013
“Pull-Tactic”
Weak Tie Reach
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Strong-Tie Buzz
Weak-Tie Buzz
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Social Media
2013Geometrically Expanded by Social Media
Weak Tie Buzz Reach
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Planning
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Steve Jobs Founder/CEO Apple, Inc.
Super Achievers Think Optimistically and Plan Purposefully
Planning
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Planning
Most Important ResourcesEnergy Time
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Planning
Focus your time on your target market.
Planning
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Target Market
My Target Market
Top 100 Transportation Construction Contractors
in US
Focus content on what you want target market to hire you to do. 31
Planning
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Target Market
Litigate Contract
Disputes
Prepare and
Negotiate Claims
Ethics and Compliance
Minority Contract Issues
What I Wanted Target Market to Hire Me to Do
Design-Build and Public Private Finance Contracts
Best actions to be visible and credible33
Planning
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Target Market
My Best Actions to Be Visible and Credible
Roads and Bridges Monthly ColumnPresentationsWorkshopsGuides
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Target Market
My Target Organizations
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Target Market
My Referral Sources
Schedule Time with Your Referral Sources
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Planning
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Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Planning
39Reputation / Profile Relationship Building
Planning
40For each goal in plan ask: Why important?
How to Execute on Your Plan
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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
How to Execute on Your Plan
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Partner for Accountability
How to Execute on Your Plan
44Become Visible and Credible
Reputation Building
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Reputation Building
Website Bio
Bar and Community Service
Writing
Speaking
1. Valuable Content
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Three Essential Points
2. Written / Presented Well
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Three Essential Points
3. Social Media for Wide Distribution
48What Matters to Your Clients?
Reputation Building
Focus on Clients’ Problems,
Opportunities, Internal and External Changes
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Writing - Become an Expert
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Writing - Become an Expert
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WRITING
Blogs
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WRITING
Guides
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58Cordell Parvin
59SPEAKING
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10.00
40.00
50.00 What you SayHow it SoundsHow it Looks
Presentation Basics
The Way Audiences Receive Your Message
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Speaking
What is your objective?
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63How to Start
Presentation Basics
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Audience Answer?What’s in This For Me?
Presentation Basics
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PresentationMistakes
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Lawyers and PowerPoint
67How to Close – Call to Action
Your Presentation
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Think Outside the Box
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Internet Radio
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Webinars
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Online Video Presentations
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How Construction Clients Select
Clients want lawyers to understand their industry, business and them
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Legal Services - My Thoughts
Commodity Work - Low Price DeterminesBet the Company They Hire the BestReal Opportunity
30%
10%
60%
20%
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How Clients Select
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Trust and Rapport
How Clients Select
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Building Trust
Ask Better Questions
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Building Trust
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What Are You Going to Do Now?
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Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsRepeat Above
What Now?
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Construction Lawyers Business Development for 2013 and Beyond
Cordell M. Parvinhttp://www.cordellparvin.com
