1

Client Development for 2013 and Beyond:

Cordell M. Parvinhttp://www.cordellparvin.com

Three Stories

2

3

4

5

6

AGC of America

Recommendations

Trust and Rapport

Visibility

Getting Hired

Credibility

Client Meetings

Relationships

Reputation / Profile

Weak Ties

8

Four Eras of Client Development

1. Do Good Work

2. Unsolicited Contact

3. Websites / Branding

9

10

Traditional Lawyer Client Development

“Push-Tactic”

Clients

Economy

Technology

What Has Changed?

11

Marketing Guru

12Seth Godin

13

14

Remarkable

Extraordinary

Memorable

15

Lawyer Client Development Today

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

16

Client Development in 2013

“Pull-Tactic”

Weak Tie Reach

17

Strong-Tie Buzz

Weak-Tie Buzz

18

Weak Tie Buzz

2013

Geometrically Expanded by Social Media

19

Planning: The First Tool

20

Successful Lawyers

Think Optimistically and Plan Purposefully

21

Why Have a Plan?

Most Important ResourcesEnergy Time

22

Why Have a Plan?

What is an Incredibly Ambitious Goal That Will Energize You?

23

Planning: Step 1

24

Decide on How Many Hours to Invest

100 Administrative

___Client Development

___ Your Development

Planning: Step 2

25Reputation / Profile Relationship Building

Planning: Step 2

Create a Plan With Goals

26

Planning- Step 2

27

Plan Using Your Strengths

Planning- Step 2

28

Your 2013 Plan

Develop Your Action

Steps

29

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!

30

Break Down to 90 Days Actions

How to Execute on Your Plan

31

Identify, Plan and Schedule Activities Each Week

How to Execute on Your Plan

32

Partner for Accountability

How to Execute on Your Plan

Keith McMurdy

33

Getting the most by being accountable

34Become Visible and Credible

Reputation Building

35

Reputation Building: Old Tools

Website Bio

Bar and Community Service

Writing

Speaking

1. Valuable Content

36

Writing/Speaking:Three Essential Points

2. Written / Presented Well

37What Matters to Your Clients?

Reputation Building

Focus on Clients’ Problems,

Opportunities, Internal and External Changes

38

39

Writing - Old Tools

40

Writing - Old Tools

41

42

WRITING: New

ToolsBlogs

43Jackie Huba

Social Media

44Seth Godin

Blog

45

46

47

Blogs

48SPEAKING

49

Speaking: Old StylePower 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?

52

The Internet

How has the internet changed client development?

53

Old School/New School

Wine and Social Media Guru

54Gary Vaynerchuk

55

56

Find and Distribute Valuable Content

How to Make the Internet Work

57Locate

Organize

Disseminate

Connect

Interact

58

Third Essential Point

3. Use Internet for Wide Distribution

59

Think Outside the Box

60

Internet Radio

61

Webinars

Video

62

63

Online Video Presentations

64

What Are You Going to Do Now?

65

Plan with GoalsAccountabilityBecome Visible and CredibleUse New and Old ToolsRepeat Above

What Now?

66

Building Your Client Development Tool Kit:

The nuts and bolts of business development

Cordell M. Parvinhttp://www.cordellparvin.com