Presentation to Accounting Firm on Peak Performance and Client Development

1. 1
Cordell M. Parvin
http://www.cordellparvin.com
Peak Performance and
Client Development for
2015 and Beyond

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INPeak Performance

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Making Magic

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Inspirational Players

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The right people…will be
self-motivated by the inner
drive to produce the best
results and be part of
creating something great.”
Jim Collins
Inspirational Players

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The quality of a person’s
life is in direct proportion
to their commitment to
excellence, regardless
of their chosen field of
endeavor.
Inspirational Players

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Create the Future

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Create the Future
Clearly Understood Purpose
Clear Vision of Success
BHAGs (Big Hairy Audacious Goals)
Core Values

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Community - Core Values
Clients
Company
Individual
Collaboration
Client
Service

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Personal Best

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Personal Best
Commitment to Stretch Each Day

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Game Breaking Ideas

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To succeed means that you have to step out of
line and march to the sound of your own
drummer. Keith DeGreen

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Game Focus

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Focus on Client Service

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What Clients Want
Firms
Deliver:
Clients
Receive:Superior
Service
70% 8%
Survey by:

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What Clients Want
Survey by:
70%
leave due
to poor
customer
service

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Client Service: How to Do It
Decide
Discover
Deliver +1

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Provide Unexpected Extra Service

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Exceed Client’s Expectation

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Commitment to Last Detail

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Share the Dream

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Client Development 2015

26. What Can We Learn From the Superbowl?
26

27. Three Stories About Tools
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AGC of America

32. Recommendations
Trust and Rapport
Visibility
Getting Hired
Credibility
Client Meetings
Relationships
Reputation /
Profile
Weak Ties
Principles of Client Development

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Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding

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Traditional 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

37. Clients
Economy
Technology
What Has Changed?
37

38. Marketing Guru
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Seth Godin

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Remarkable
Extraordinary
Memorable

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It’s not what you know,
Today it’s who knows
what you know
It’s not who you know,
Client Development in 2015

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Client Development in 2015
“Pull-Tactic”

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Where to Start

44. Client Development 2015

45. Identify Clients’ Problems,
Opportunities and Changes 45
Client Development for 2015

46. Draw Clients to You by Identifying
Problems and Providing Creative Solutions
46
Client Development for 2015

47. Become Visible & Credible to Target Market
47
Client Development for 2015

48. Define Your Target Market
48
Client Development for 2015

49. Decide What You Want Target
Market to Hire You to Do? 49
Client Development for 2015

50. Become Visible and
Credible by Adding Value 50
Client Development for 2015

51. Join, Lead, Speak
Industry Organizations
51
Client Development for 2015

52. Join, Lead, Speak Client/
Customer Organizations
52
Client Development for 2015

53. Determine Your Best Referral Sources
53
Client Development for 2015

54. 1. Create Valuable
Content
54
2. Present/Write Well
Client Development for 2015

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3. Distribute Widely
Client Development for 2015

56. Weak Tie Reach
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Strong-Tie Buzz
Weak-Tie Buzz

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Plan With Goals

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Successful Lawyers
Think Optimistically and Plan Purposefully

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Why Have a Plan?
Most Important Resources
Energy Time

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Why Have a Plan?

61. Create a Plan With Goals
61
Plan

62. What is an Incredibly Ambitious Goal
That Will Energize You?
62
Plan

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Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Plan

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Reputation / Profile Relationship Building
Plan

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Plan Using Your
Strengths
Plan

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Your 2015 Plan
Develop
Your Action
Steps

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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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Break Down to 90 Days Actions
How to Execute on Your Plan

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Identify, Plan and Schedule Activities Each Week
How to Execute on Your Plan

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Partner for Accountability
How to Execute on Your Plan

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Keith
McMurdy
Partner for Accountability
How to Execute on Your Plan

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Become Visible and Credible
Build Your Reputation

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Reputation Building: Old/New Tools
Website Bio
Board and
Community Service
Writing
Speaking

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Bio - Old Tool

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Bio - New Tool
Regularly
Update
Your
Website
Bio
Download
vCard
SocialMedia

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E-mail Signature - Old Tool
Cordell M. Parvin
17300 Preston Road, Suite 310
Dallas, TX 75252
Direct Dial (214) 866-0074
Cell: (214) 663-3794

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E-mail Signature - New Tool

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Writing - Old Tools

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Writing - Old Tools

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WRITING:
New
Tools

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Social Media
Jackie Huba

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Examples

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Blog
Seth Godin

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Guides
How To

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Jennifer Keller
Old Tool

89. New Tool
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SPEAKING

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Speaking: Old Style Power Point Slides

92. 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.

93. 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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NNew Style Power Point/Keynote Slides

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The Internet
How has the internet changed client
development?

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Old Tools/New Tools

97. Wine and Social Media Guru
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Gary Vaynerchuk

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New Tools
2015
Geometrically Expanded by Social Media

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Locate
Organize
Disseminate
Connect
Interact
Internet / Social Media

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New Tools Outside the Box

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Internet Radio
Kevin
O’Neill

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Webinars

104. Video
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Online Video Presentations

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Podcasts

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What Are You Going to Do Now?

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Plan with Goals
Accountability
Become Visible and Credible
Use New and Old Tools
Repeat Above
What Now?

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Cordell M. Parvin
http://www.cordellparvin.com
Peak Performance and
Client Development for
2015 and Beyond