Client Development in a Nutshell

Posted on October 29, 2009 by Cordell Parvin

On September 16, 2009 I posted a blog titled: “The Strength of Weak Ties.” In the post I told the story of how a large contractor found me based on a recommendation by a lawyer co-presenter on a panel presentation.

When I look back at other significant new clients who hired me to help them, almost all of them first considered me based on a recommendation from a “weak tie.” So, as a practical matter, what do you need to do? The answer is client development in a nutshell. As shown below there are four main stages:

  1. Become visible and credible to your target market and weak ties in that target market. I wrote articles and gave presentations to industry groups to become visible and credible, but there are a wide variety of other ways to do it.
  2. Build relationships and be in the mind of weak ties.
  3. Keep your website up to date with representative matters and downloadable articles and presentations. After you are recommended, your potential client will go to your website bio to see if you have the expertise and experience to handle their matter.
  4. Build trust and rapport by asking good questions and listening. When you get the meeting with your potential client representative, she will be weighing whether she can trust you to handle the matter effectively in a manner that will make her management compliment her for choosing you. She also is weighing what it will be like to work with you. In this stage too many lawyers mistakenly try to sell themselves and their firm, instead of asking good questions and selling by doing.

Want to be more successful next year? Develop a game plan to become more visible and credible, to build relationships with potential referral sources and to develop trust and rapport with potential new clients when you get the opportunity.

We will be covering the four stages as well as other client development topics in a live webcast titled "Securing, Retaining, and Expanding Relationships with Your Clients" on November 10, 11 and 12 at 12:00 pm (CST) each day.  For detailed information download the brochure and registration form or register on-line. Register by October 30 and receive a free book!

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Presentations: What to Do When Technology Doesn't Work

Posted on October 28, 2009 by Cordell Parvin

I have done presentations to clients and industry groups for many years. One thing I have learned in the process is to check on the technology ahead of time. So, I arrive early, set up and make sure the slides, audio and video are working properly.

Even when I think everything is covered and working, something might come up. In June, 2008, I spoke at the Arkansas State Bar Annual Meeting. I had slides and a workbook handout that I intended those in the audience to complete while I was speaking. There was only one slight problem. In an effort to save paper, the Bar had put all the handout materials on a jump drive. I learned from this experience to ask how the handout materials will be handled.

Last week I did a webinar for lawyers across the country who use LexBlog. As I began, for the first time ever, the internet in my building went down. Picture the scene with me speaking on the telephone and looking at my computer knowing I was only one who could see my slides. I know many lawyers find it challenging to do a webinar that goes well, but doing it without the slides was weird beyond words.

I finally just asked for questions and it went better. I learned from this experience that it is important to have slides for a webinar on the host’s server as well as your own.

Here is a link to listen to the webinar and get a copy of slides. If you listen, let me know if you hear panic in my voice when I learn no one can see the slides.

If you are licensed in Arizona, Arkansas or Texas, join me for a live webcast titled "Securing, Retaining, and Expanding Relationships with Your Clients" on November 10, 11 and 12 during your lunch break and earn CLE credit. For detailed information download the brochure and registration form or register on-line. Register by October 30 and receive a free book!
 

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