Presentation to Florida Construction Lawyers April 8, 2013

1. Construction Lawyers
Business Development
for 2013 and Beyond
Cordell M. Parvin
http://www.cordellparvin.com
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2. Three Stories
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3. 3

4. 4

5. AGC of America
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6. The Challenge
Lawyers are: Skeptics
Autonomous
Lacking Social Skills
Abstract Reasoners
Impatient
Lacking Resilience
Studies of 18 Personality Traits of Lawyers Using the "Caliper Profile"
Dr. Larry Richard, Hildebrandt International
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7. Successful Lawyers
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8. Successful Business Developers
Know what they want
Think big and are confident
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9. Successful Business Developers
Know what they want
Think big and are confident
Plan and use their time wisely
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10. Successful Business Developers
Know what they want
Think big and are confident
Plan and use their time wisely
Become visible and credible to
potential clients and referral
sources
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11. Successful Business Developers
Understand their client’s business and their
needs
Develop relationships
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12. Successful Business Developers
Understand their client’s business and their
needs
Develop relationships
Build a team
Deliberately work on getting
comfortable outside their comfort
zone
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13. Successful Business Developers
Seen as
“Go To” Construction
Lawyer
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14. Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
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15. 15

16. Traditional Lawyer Client Development
“Push-Tactic”
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17. What Has Changed?
Clients
Economy
Technology
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18. Marketing Guru
Seth Godin
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19. Remarkable
Extraordinary
Memorable
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20. Law Firm Marketing Today
Today it’s you know,
who knows
It’s not whatyou know,
who
what you know
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21. Getting Hired
Trust and Rapport
Client Meetings
Recommendations
Relationships Weak Ties
Reputation / Credibility
Profile
Visibility

22. Client Development in 2013
“Pull-Tactic”
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23. Weak Tie Reach
Strong-Tie Buzz
Weak-Tie Buzz
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24. Social Media
2013
Geometrically
Expanded by
Social Media
Weak Tie Buzz Reach
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25. Planning
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26. Planning
Steve Jobs Founder/CEO Apple, Inc.
Super Achievers Think Optimistically and
Plan Purposefully 26

27. Planning
Energy Time
Most Important Resources
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28. Planning
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29. Planning
Focus your time on your
target market.
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30. Target Market
Top 100
Transportation
Construction
Contractors
in US
My Target Market
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31. Planning
Focus content on what you want
target market to hire you to do. 31

32. Target Market
Ne Prep
ntract go ar
tia e a
e Co es
gat ut te nd
Liti isp Cla
im
D
s
Ethics and Minority
Compliance Contract Issues
Design-Build and Public Private Finance Contracts
What I Wanted Target Market to
Hire Me to Do 32

33. Planning
Best actions to be visible and credible
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34. Target Market
Roads and
Bridges Monthly
Column
Presentations
Workshops
Guides
My Best Actions to Be Visible
and Credible 34

35. Target Market
My Target Organizations
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36. Target Market
My Referral Sources
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37. Planning
Schedule Time with Your Referral
Sources
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38. Planning
Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
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39. Planning
Reputation / Profile Relationship Building
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40. How to Execute on Your Plan
For each goal in plan ask: Why important?
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41. How to Execute on Your Plan
Break Down to 90 Days Actions
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42. How to Execute on Your Plan
Identify, Plan and Schedule Activities Each Week
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43. How to Execute on Your Plan
Partner for Accountability
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44. Reputation Building
Become Visible and Credible
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45. Reputation Building
Website Bio
Bar and Community
Service
Writing
Speaking
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46. Three Essential Points
1. Valuable Content
2. Written / Presented Well
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47. Three Essential Points
3. Social Media for Wide Distribution
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48. Reputation Building
What Matters to Your Clients? 48

49. Focus on Clients’
Problems,
Opportunities, Internal
and External Changes
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50. Writing - Become an Expert
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51. Writing - Become an Expert
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52. WRITING
Blogs
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54. 54

55. 55

56. WRITING
Guides
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57. 57

58. Cordell Parvin
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59. SPEAKING 59

60. Presentation Basics
The Way Audiences Receive Your Message
10.00
50.00 What you Say
How it Sounds
How it Looks
40.00
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61. Speaking
What is your objective?
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62. 62

63. Presentation Basics
How to Start 63

64. Presentation Basics
Audience Answer?
What’s in This For Me? 64

65. Presentation
Mistakes
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66. Lawyers and PowerPoint
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67. Your Presentation
How to Close – Call to Action 67

68. Think Outside the Box
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69. Internet Radio
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70. Webinars
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71. Online Video Presentations
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72. How Construction Clients Select
Clients want lawyers to understand their
industry, business and them
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73. Legal Services - My Thoughts
60% 30%
10%
Commodity Work - Low Price Determines
Bet the Company They Hire the Best
Real Opportunity
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74. How Clients Select
Screen Based on Reputation 74

75. How Clients Select
Trust and Rapport
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76. Building Trust
Ask Better Questions
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77. Building Trust
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78. What Are You Going to Do Now?
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79. What Now?
Plan with Goals
Accountability
Become Visible and Credible
Build Relationships
Repeat Above
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80. Construction Lawyers
Business Development
for 2013 and Beyond
Cordell M. Parvin
http://www.cordellparvin.com
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