Client Development in a Nutshell for Senior Associates

1
Strategies to Do Now to Make and
Become a Successful Partner
Cordell M. Parvin 
http://www.cordellparvin.com
Client Development
in a Nutshell

Credibility
Relationships
Recommendations
Client Meetings
Trust and Rapport
Visibility
Getting Hired
Weak Ties

You Either Have What
It Takes OrYou Don’t
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Just Do Good Work
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TooYoung and Inexperienced to . . .
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You Have To Be A Good Networker
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You Have To “Ask” For The Business
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Associates in Big Firms Do Not Need
to Learn Client Development
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Traditional Lawyer Client Development
“Push-Tactic”

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Clients Have More Choices, Less Time
Client Development Has Changed

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You Have Less Time
Client Development Has Changed

Clients
Economy
Technology
What Has Changed?
17

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Lawyer Client Development Today
It’s not what you know,
Today it’s who knows
what you know
It’s not who you know,

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Client Development in 2015
“Pull-Tactic”

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Where to Start
Client Development for 2015

Identify Clients’ Problems,
Opportunities and Changes
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Draw Clients to You by Identifying Problems
and Providing Creative Solutions
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Become Visible & Credible to Target Market
25

Define Your Target Market
26

Decide What You Want Target
Market to Hire You to Do? 27

Become Visible and Credible
by Adding Value 28

Join, Lead, Speak Client/Customer
Organizations
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Determine Your Best Referral Sources
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Planning
Think Optimistically and Plan Purposefully
Successful Lawyers

33
Why Have a Plan?
Most Important Resources
Energy Time

Create a Plan With Goals
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Planning

What is an Incredibly Ambitious Goal
That Will Energize You?
36
Planning

37
Plan Using Your
Strengths
Planning- Your BD Style

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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!

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Your Own Development
Business - Marketing,
Relationships
Substantive Law Client Industry/
Business
Knowledge

40
Reputation / Profile
Your Client Development
Relationship Building

41
Break Down 90 Day Goals
Goals

43
Next Week’s Action Item for Each Goal
Goals

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Partner for Accountability
How to Execute on Your Plan

Keith McMurdy
45
Getting the most by
being accountable

46
How to Become
Visible and Credible

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CONNECTOR
Connects people to
each other
Find Your BD Style

48
MAVEN
Connects people
through sharing
knowledge
Find Your BD Style

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SALESMAN
Uses knowledge
to persuade and
engage
Find Your BD Style

50
Build Internal Profile
Develop Niche Practice
Develop
Niche
Practice

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Industry Expertise

52
Become “Go-To” Lawyer in Your Practice

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Build External Profile
Website Bio
Bar and Community
Service
Writing
Speaking

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Website Bio
Social
Media
Download
vCard
Social
Media

Valuable Content
58
Writing/Speaking
Written / Presented Well

63
Writing
How to Decide Topic

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Focus on Clients’
Problems,
Opportunities, Internal
and External Changes

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Don’t Sell, Instead Teach
A
Speaking

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Connect with Audience
Charisma

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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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Start and Finish with High Energy
Presentation Basics

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The Internet
How has the internet changed client
development?

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Locate
Organize
Disseminate
Connect
Interact

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Internet Radio
Kevin
O’Neill

List and Focus on Your Contacts
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Client Relationships

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How Clients Select
Screen Based on Reputation

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Relationships
Recommendations
Weak Ties
How Clients Select

Hire Lawyers They Trust and
With Whom They Connect 84

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Clients Care About Achieving Their Goals

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Understand Industry Business
What Clients Want

87
Understand Law that Affects Industry
What Clients Want

88
Focus on Client Service

89
Build Relationships

90
Build Rapport

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Build Trust

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Components of
Trust
TRUST = C + R + I
S
C – Credibility
R – Reliability
I – Intimacy
S – Self-orientation
Build Trust

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Exceed Expectations

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Patience
Persistence
Perservance
The
Three
P’s
It Takes Time

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Plan with Goals
Accountability
Become Visible and Credible
Build Relationships
Improve Client Service
Repeat Above
What Now?

96
Strategies to Do Now to Make and
Become a Successful Partner
Cordell M. Parvin 
http://www.cordellparvin.com
Client Development
in a Nutshell

Client Development in a Nutshell for Senior Associates

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