Do You Have an Incredibly Ambitious Goal That Energizes You?
21
Three Planning Points
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Why Important?
23
What - Example, Alison Rowe
Alison Rowe
24
What - Example, Travis Crabtree
25
What - Example, Cordell
26
Next - Why Important?
27
Why - Big Rocks
28
Then: How?
Plan Using Your Strengths
29
Find Out What Works Best for You
How
Judy Springer
Set the Most Effective Goals
30
How
31
Simon Sinek
32
Simon Sinek
33
• Generate $_____ • Obtain ___ new clients • Expand relationship with
_____ clients • Bill ____ hours
Motivating End Result Goals
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• Learn How to____ • Read ___ • Pro Bono Work on _____ • Speak at ____ • Write ___ articles and get them published • Contact ___ law school classmates • Meet with ____ contacts • Add ____ to my web page bio
Detailed Action Goals
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!
36
500 Hours to Invest 100 Administrative ___ Your Development ___ Client Development
Bottom Up
37
Your Development
Substantive Law Industry and Business
Knowledge Client Development Skills
38
Your Development
Develop Skills Capital
Develop Social Capital
39
How
Relationship BuildingReputation / Profile
40
90 Day Plan (Actions)
List Actions for Next 90 Days
41
Plan Each Week
What? How Long? When?
42
Plan Each Week
if Xthen Y
Make Yourself Accountable
43
How
44
Accountability
Fitness Partner
45
Accountability
Keith McMurdy
46
Accountability
Keep Journal
47
Client Development 2016
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Advice for Young Lawyers
Mike Maransky
Start Early
You Either Have What It Takes Or You Don’t
C l i e n t
D e v e l o p m e n t
M y t h s
50
Clients Have More Choices, Less Time
Client Development Has Changed
51
You Have Less Time
Client Development Has Changed
Clients
Economy
Technology
What Has Changed?
52
Marketing Guru
53Seth Godin
54
55
Lawyer Client Development Today
It’s not what you know,
Today it’s who knows what you know
It’s not who you know,
56Where to Start
Client Development for 2016
Identify Clients’ Problems, Opportunities and Changes
57
Client Development for 2016
Draw Clients to You by Providing Creative Solutions
58
Client Development for 2016
Credibility
Relationships
Recommendations
Client Meetings
Trust and Rapport
Visibility
Getting Hired
Weak Ties
60
How to Become Visible and Credible
61
Build Profile
Industry Expertise
62
Build Profile
Website Bio
Bar and Community Service
Writing
Speaking
63
Website Bio
Social
Media
Download
vCard
Social Media
64
Bar and Community Service
65
SPEAKING WRITING
WRITING
Valuable Content
67
Writing/Speaking
Written / Presented Well
69
Guides
70
Writing
How to Decide Topic
71
Focus on Clients’ Problems,
Opportunities, Internal and External Changes
72SPEAKING
73
Speaking
Teach
A
74Connect with Audience
Charisma
75
Lawyers and PowerPoint
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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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NNew Style Power Point/Keynote Slides
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New Style Power Point/Keynote Slides
80Start and Finish with High Energy
Presentation Basics
81
The Internet
How has the internet changed client development?
82
Old School/New School
83Locate
Organize
Disseminate
Connect
Interact
84
Webinars
Video
85
86
Podcast
87
Client Relationships
List and Focus on Your Contacts88
Client Relationships
89
How Clients Select Screen Based on Reputation
Client Relationships
90
Relationships
Recommendations
Weak Ties
How Clients Select
Client Relationships
Hire Lawyers They Trust and With Whom They Connect 91
Client Relationships
92Clients Care About Achieving Their Goals
Client Relationships
93Understand Industry Business
What Clients Want
Client Relationships
94Understand Law that Affects Industry
What Clients Want
Client Relationships
95
Client Relationships
Build Relationships
96
Client Relationships
Build Trust
97Build Rapport
Client Relationships
98Focus on Client Service
Client Relationships
99Exceed Expectations
Client Relationships
100
Patience
Persistence
PerservanceThe
Three P’s
Client Relationships
It Takes Time
101
Staci Riordan
Patience/Passion
102
Plan with Goals Accountability Become Visible and Credible Build Relationships Improve Client Service Repeat Above