Client Development 2012 for Construction Lawyers

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Construction LawyersBusiness Development for 2012 and Beyond

Cordell M. Parvinhttp://www.cordellparvin.com

Three Stories

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AGC of America

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The Challenge

Dr. Larry Richard, Hildebrandt International Studies of 18 Personality Traits of Lawyers Using the "Caliper Profile"

SkepticsLawyers are:

Autonomous

Lacking Social SkillsAbstract ReasonersImpatientLacking Resilience

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Successful Lawyers

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Know what they want

Think big and are confident

Successful Business Developers

Lizzette Zubey

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Think Big and Are Confident

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Know what they want

Think big and are confident

Plan and use their time wisely

Successful Business Developers

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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

Successful Business Developers

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Understand their client’s needs

Develop relationships

Successful Business Developers

Andrea Anderson

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Develop Relationships

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Understand their client’s needs

Develop relationships

Build a team

Deliberately work on getting comfortable outside their comfort zone

Successful Business Developers

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Be Willing to Make Changes

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Seen as

“Go To”

Lawyer

Successful Business Developers

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Four Eras of Client Development

1. Do Good Work

2. Unsolicited Contact

3. Websites / Branding

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Traditional Lawyer Client Development

“Push-Tactic”

Clients

Economy

Technology

What Has Changed?

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Marketing Guru

22Seth Godin

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Remarkable

Extraordinary

Memorable

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Law Firm Marketing Today

It’s not what you know, Today it’s who knows what you knowIt’s not who you know,

Recommendations

Trust and Rapport

Visibility

Getting Hired

Credibility

Client Meetings

Relationships

Reputation / Profile

Weak Ties

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Client Development in 2012

“Pull-Tactic”

Weak Tie Reach

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Strong-Tie Buzz

Weak-Tie Buzz

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Social Media

2012Geometrically Expanded by Social Media

Weak Tie Buzz Reach

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Planning

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Steve Jobs Founder/CEO Apple, Inc.

Super Achievers Think Optimistically and Plan Purposefully

Planning

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Planning

Most Important ResourcesEnergy Time

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Planning

Focus your time on your target market.

Planning

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Target Market

My Target Market

Top 100 Transportation Construction Contractors

in US

Focus content on what you want target market to hire you to do. 36

Planning

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Target Market

Litigate Contract

Disputes

Prepare and

Negotiate Claims

Ethics and Compliance

Minority Contract Issues

What I Wanted Target Market to Hire Me to Do

Design-Build and Public Private Finance Contracts

Best actions to be visible and credible38

Planning

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Target Market

My Best Actions to Be Visible and Credible

Monthly Column

PresentationsWorkshopsGuides

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Target Market

My Target Organizations

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Target Market

My Referral Sources

Schedule Time with Your Referral Sources

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Planning

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Decide on How Many Hours to Invest

100 Administrative

___Client Development

___ Your Development

Planning

44Reputation / Profile Relationship Building

Planning

45For each goal in plan ask: Why important?

How to Execute on Your Plan

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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

Keith McMurdy

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Getting the most by being accountable

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Reputation Building

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Reputation Building

Website Bio

Bar and Community Service

Writing

Speaking

1. Valuable Content

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Three Essential Points

2. Written / Presented Well

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Three Essential Points

3. Social Media for Wide Distribution

55What Matters to Your Clients?

Reputation Building

Focus on Clients’ Problems,

Opportunities, Internal and External Changes

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Writing - Become an Expert

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Writing - Become an Expert

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WRITING

Blogs

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WRITING

Guides

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67Cordell Parvin

68SPEAKING

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10.00

40.00

50.00 What you SayHow it SoundsHow it Looks

Presentation Basics

The Way Audiences Receive Your Message

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Speaking

What is your objective?

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72How to Start

Presentation Basics

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Audience Answer?What’s in This For Me?

Presentation Basics

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PresentationMistakes

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Lawyers and PowerPoint

76How to Close – Call to Action

Your Presentation

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Think Outside the Box

Kevin O’Neill

PODCASTS

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Internet Radio

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Building Trust

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What Are You Going to Do Now?

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Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsRepeat Above

What Now?

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Construction Lawyers Business Development for 2012 and Beyond

Cordell M. Parvinhttp://www.cordellparvin.com