Client Development 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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14
Traditional Lawyer Client Development
“Push-Tactic”

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Clients Have More Choices, Less Time
Client Development Has Changed

16
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
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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

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Why Have a Plan?
Most Important Resources
Energy Time

Create a Plan With Goals
35
Planning

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

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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

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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

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How to Become
Visible and Credible

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CONNECTOR
Connects people to
each other
Find Your BD Style

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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

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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

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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
81
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

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Understand Law that Affects Industry
What Clients Want

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Focus on Client Service

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Build Relationships

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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 for Senior Associates

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Client Development for Senior Associates