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This is a program for senior associates on client development in 2010
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1
Cordell M. Parvinhttp://www.cordellparvin.com
What You Need to Learn and Practice for Long Term
Success
Client Development in a Nutshell
2
3
Planning to Use Time Wisely
Visibility and Credibility
Relationships and Getting Hired
Why Have a Plan?
Planning
Most people aim at nothing in life and hit it with amazing accuracy.
- Jim Cathcart
Planning
Super Achievers Think Optimistically and Plan Purposely
Steve Jobs Founder/CEO Apple, Inc.
Planning
Planning
Most Important Resources
Energy Time
Planning
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How You Spend Your Time Weekly
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1062
40
Sleep
Non-Case
Free
Case
How you spend non-case time will determine the quality of your career and relationship
with your clients
How you spend your free time determines the quality of your
life
Planning
Planning
Create a Plan With Goals
2010 Development Plan
Goals
Hours
Goals
Hours
How I Prepare My Business Plan
500 Hours to Invest
100 Administrative
300 Business Development
100 Your Development
Planning
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Substantive Law
Construction Industry Knowledge
Business – Marketing, Relationships
My Own Development
15Reputation / Profile
My Client Development
Relationship Building
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“Any system or blueprint for success is better than none at all. Think on Paper.” Have you written down your goals? If not, when? Brian Tracy
Goals
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Business Goals
Bill ___ hours Originate $____Obtain ____ new clientsExpand existing business with ____Speak at _____ industry meetingsWrite ___ articles and get them publishedPost ____ blog postsMeet with ___ contactsAdd ____ to my web page bio
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Focus on (Lawyer Skill)
Attend CLE on (Lawyer Skill)
Read (Lawyer Skill)
Learn About (Client Industry)
Learn About (People Skill)
Development Goals
Goals
____________________
____________________
____________________
What Are Your Goals?
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Goals
1. Originate $___ in Business
2. Bill ___ Hours
3. Obtain ___ New Clients
4. Meet with ___ Contacts Quarterly
Goals
Obstacles
Goals
Who Can Help?
Goals
____________________
____________________
____________________
Actions to Achieve Goal?
Goals
Break Down 90 Day Actions
Goals
Next Week’s Action Item for Each Goal
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How to Become Visible and Credible
You have to Stand Out in a Crowd
What You Need to Know
Visible and Credible
Regularly Update Your Website Bio
Visible and Credible
Narrow Your Focus
Remarkable Ideas for Narrow Market
The Tipping Point
The Law of the Few
The Law of the Few
Active in Bar and Community Activities
Connector
The Law of the Few
What You Need to Do
The Law of the Few
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39How to Decide Topic
Writing
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Message Conveyed by Connectors, Mavens and Salesmen
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4 Ideas for Articles
1 __________________________
2 __________________________
3 __________________________
4 __________________________
Writing
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__________________________
__________________________
__________________________
__________________________
What is in it for Your Readers?
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Focus on Clients’ Problems,
Opportunities, Internal and External Changes
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4545
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Josh Horn
Alexander Hernaez
Jason Cornell
5050
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53What is Your Objective?
Speaking
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Focus on Clients’ Problems,
Opportunities, Internal and External Changes
55Don’t Sell, Instead Teach
When I Write or Speak
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The Way Audiences Receive Your Message
10
40
50
What youSay
How itSounds
How itLooks
Non-Verbal Communication
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Non-Verbal Communication
Natural Posture
Engaging Smile
Expressive
Hand Gestures
Eye Contact
Volume and Inflection
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Non-Verbal Communication
Confidence
Competence
Charisma
Connection
59Connect with Audience
Charisma
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Lawyers and PowerPoint
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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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Compliance Programs, continued
USSG Requirements for Compliance Programs: • Standards and procedures to prevent and detect crime • High level employee assigned responsibility for
effectiveness of program plus someone to conduct day-to-day operations
• Take reasonable steps to avoid promoting or hiring criminal element
• Training at all levels in organization• Establish auditing or monitoring systems• Mechanisms to enforce standards • Take reasonable steps to respond to criminal conduct• Test system to detect problems
64Start and Finish with High Energy
Presentation Basics
65How to Close – Call to Action
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Relationships and Getting Hired
What You Need to Do
List and Focus on Your Contacts
Contact Focus
A system to Focus on Your Contacts for Best Results
Prioritize contacts
Upgrade nature of contacts
Learn personal information and professional needs
Relationship / Getting Hired
How Clients SelectHire Lawyers Over Law Firms
Relationship / Getting Hired
How Clients SelectScreen Based on Reputation
Relationship / Getting Hired
How Clients Select
Relationship / Getting Hired
Clients Hire Lawyers They Trustand With Whom They Connect
Relationship / Getting Hired
Building rapport essential to building trust and long term relationships
Our responsibility to understand our client’s personality and communicate effectively
Building Rapport
Personality type
How they speak and receive information
Empathy
Three Aspects
Building Rapport
Control
Emote
Ask Tell
AnalyticalUnder stress
Avoid
DrivingUnder stress
Autocratic
AmiableUnder stress
Acquiesce
ExpressiveUnder stress
Attack
Building Rapport
Visual Learners – Showing Aural Learners – Telling Kinesthetic Learners -
Experiencing
Building Rapport - Communication
Building Rapport - Empathy
Building Trust
Components of Trust
TRUST = C + R + I
S
C – Credibility
R – Reliability
I – Intimacy
S – Self-orientation
Building Trust
Building Trust
What Clients Want
Focus on Client Service
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Survey’s of General Counsel75% of Fortune 1000 clients not
satisfied - reasons
Poor Client Service
Cost Inefficiencies
What Clients Want
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Recent studies/surveys of corporate counsel
Legal expertise is assumed
Focus on:
★ Industry, Company and Client Representative
★ Responsiveness
★ Innovation
What Clients Want
Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsImprove Client ServiceRepeat Above
What Now?
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Cordell M. Parvinhttp://www.cordellparvin.com
What You Need to Learn and Practice for Long Term
Success
Client Development in a Nutshell
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