Client Development tips for law firm junior associates to help them be more successful.

1. 1
What You Need to Learn and
Practice for Long Term Success
Cordell M. Parvin
http://www.cordellparvin.com
Client Development
in a Nutshell

2. 2
What’s Happening
What You Need to Know
What You Need to Do

3. 3
What’s Happening?
Clients Have More Choices, Less Time

4. 4
What’s Happening?
You Have Less Time

5. Clients
Economy
Technology
What’s Happening?
5
What Has Changed?

6. Blogs, Podcasts, Social Media
What’s Happening?
6
Technology Has Changed

7. 7
What You Need to Know

8. You Either Have What
It Takes OrYou Don’t
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9. Just Do Good Work
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10. TooYoung and Inexperienced to . . .
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11. You Have To Be A Good Networker
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12. You Have To “Ask” For The Business
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13. Associates in Big Firms Do Not Need
to Learn Client Development
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14. 14
What You Need to Know
Challenges

15. 15

16. 16
Take the Time You Need
... gifted performers need a minimum of
ten years (or 10,000 hours) of intense
training before they win international
competition.

17. 17
What You Need to Know
Focus on Long-Term
2020
2015

18. Sleep
Non-Billable
Free
Billable
How you spend
non-billable time
will determine the
quality of your
career
How you spend
your free time
determines the
quality of your
life
What You Need to Know
How to Spend Your Time Weekly

19. 19Sources of Potential Clients
What You Need to Know

20. 20How to Prepare a Plan
What You Need to Know

21. How Clients Select
Hire Lawyers Over Law Firms 21
What You Need to Know

22. 22
How Clients Select
Screen Based on Reputation
What You Need to Know

23. 23
Relationships
Recommendations
Weak Ties
What You Need to Know
How Clients Select

24. Clients Hire Lawyers They Trust
and With Whom They Connect 24
What You Need to Know

25. 25
Clients Care About Achieving Their Goals
What You Need to Know

26. 26
What You Need to Know
How to Become Visible and Credible

27. 27
What You Need to Do

28. 28
Focus First on Developing Legal Skills
What You Need to Do

29. Do The Best Work Possible
29
What You Need to Do

30. Treat Supervising Attorney Like Client
30
What You Need to Do

31. 31
Understand
Expectations
What You Need to Do

32. 32
Deliver Exceptional Service
What You Need to Do

33. 33
Practice Relationship Skills with Partners
What You Need to Do

34. 34
Be Appreciative of Opportunity
What You Need to Do

35. 35
Use Tools in Your Kit
What You Need to Do

36. 36
Use Tools in Your Toolkit
What You Need to Do

37. 37
Focus on Client Service
What You Need to Do

38. What You Need to Do
38
Develop Skills Capital
Develop Social Capital

39. 39
What You Need to Do
Regularly Update
Your Website Bio

40. Dress for Success
40
Dress for Success

41. Create a Plan With Goals
41
What You Need to Do

42. 42
2015 Development Plan
LAWYER DEVELOPMENT PLAN
FY 2015 Attorney Development Plan

43. 43
500 Hours to Invest
100 Administrative
___Client Development
___ Your Development
What You Need to Do

44. 44
Learn How to____
Read ___
Pro Bono Work on _____
Speak at ____
Write ___ articles and get them
published
Contact ___ law school classmates
Meet with ____ contacts
Add ____ to my web page bio
What You Need to Do

45. 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!

46. 46
What You Need to Do
Develop
Your Action
Steps

47. 47
Break Down 90 Day Actions
What You Need to Do

48. 48
Planning

49. 49
CONNECTOR
Connects people to
each other
What You Need to Do

50. 50
Active in Bar and Community Activities
What You Need to Do

51. 51
MAVEN
Connects people
through sharing
knowledge
What You Need to Do

52. 52
SPEAKINGWRITING

53. 53
SALESMAN
Uses knowledge
to persuade and
engage
What You Need to Do

54. List and Focus on Your Contacts
54
What You Need to Do

55. Team Up With a Colleague
55
What You Need to Do

56. 56Practice, Practice, Practice
What You Need to Do

57. 57
Career Success and satisfaction does not come
from focusing on success, happiness or
money. Instead it comes from focusing on your
passion, developing your talent and identifying
the needs of those you want to serve.
- Cordell M. Parvin

58. 58
What You Need to Learn and
Practice for Long Term Success
Cordell M. Parvin
http://www.cordellparvin.com
Client Development
in a Nutshell