Posts tagged with: "client+development"
Results 1 - 20 of 744
Sorted by Relevance | Sort by Date
RSS Subscribe: 20 results | 100 results
2 Jan 2014, 4:00 am by Cordell Parvin
I have written several times that I believe one-shot client development training programs don’t work. Those programs are analogous to going on a crash diet. Before long, like the crash dieter, those who participate are back where they started. Continuous training, coaching, follow-up and accountability works. That approach is analogous to changing your life style. They have a long-term impact and if you work on those activities as a group, it is a great way to hold each other accountable. One… [read post]
19 Feb 2014, 2:00 am by Jay Harrington
The practice of law is stressful. And complicated. And, at times, frustrating. Legal marketing and business development need not be. Here are a few back-to-basics tips designed to improve your relationships with clients and colleagues. 1. Be in the Moment When engaging in marketing activities, be in control, be purposeful and only do one thing at a time. Don’t sneak a peek at your iPhone under the table during a lunch meeting. Don’t start, then stop, then start, then stop… [read post]
19 Feb 2014, 2:00 am by Jay Harrington
The practice of law is stressful. And complicated. And, at times, frustrating. Legal marketing and business development need not be. Here are a few back-to-basics tips designed to improve your relationships with clients and colleagues. 1. Be in the Moment When engaging in marketing activities, be in control, be purposeful and only do one thing at a time. Don’t sneak a peek at your iPhone under the table during a lunch meeting. Don’t start, then stop, then start, then stop… [read post]
11 Nov 2013, 2:00 am by Bob Weiss
There is significant debate in law firms about whether to produce electronic holiday cards or mail a printed card to clients. People want to know what works best so, in the absence of any definitive research, I took an online poll to find out what lawyers, themselves, like to receive. The result? Of the 140 lawyers and law firm professionals surveyed, 62 percent said they preferred receiving printed holidays cards. That’s right, printed. Only 10 percent said they would prefer to receive an… [read post]
15 Mar 2014, 4:00 am by Cordell Parvin
A few years ago I met with the managing partner of a 500-lawyer firm for which I was about to begin coaching 15 junior partners. He was my age and, in addition to being the managing partner, he was a leading rainmaker. During our conversation, he expressed skepticism about the value of coaching. He said: “Rainmaking, you either have it or you don’t. Some lawyers are meant to be finders, others minders and others grinders.” I respectively disagreed. Several months later, after… [read post]
23 May 2013, 4:00 am by Cordell Parvin
What is the this you really need to do? Let them practice the following and shoot video and then critique. The first and last two minutes of a presentation. A mock meeting with a potential client. A mock pitch to a client. You might even video a mock networking event. Why do you REALLY need to do this? Your lawyers need to: See their body language. See their facial expression, what they do with their hands, whether they stand and sit straight. I can go on, but you get the idea. See their energy… [read post]
25 Sep 2013, 4:00 am by Cordell Parvin
If you are a long time reader, you might recall a post I wrote years ago after meeting the managing partner of a law firm who is about my age. He said: Client development coaching: What’s the value of that. A lawyer either has it or doesn’t. Wow, I had to hold my tongue. I understood why he believed  what he said. Client development came easy to him, He was likeable, enjoyed playing golf and entertaining and he was a very capable litigator. After I had finished coaching the first… [read post]
20 Jan 2014, 2:00 am by Sally J. Schmidt
I will never forget the time an executive with a large international company told of his meeting with a law firm. He and a member of the in-house legal department had agreed to get together with three firm partners, at their request. After the meeting, when asked what happened, the executive replied, “Nothing, really. We talked about a number of different things but we don’t really know why they were here.” Squandered Business Development Opportunities Obviously, face-to-face… [read post]
20 Jan 2014, 2:00 am by Sally J. Schmidt
I will never forget the time an executive with a large international company told of his meeting with a law firm. He and a member of the in-house legal department had agreed to get together with three firm partners, at their request. After the meeting, when asked what happened, the executive replied, “Nothing, really. We talked about a number of different things but we don’t really know why they were here.” Squandered Business Development Opportunities Obviously, face-to-face… [read post]
17 Jan 2014, 4:00 am by Cordell Parvin
I am a potential new client. I walk into your office for the very first time. Who will give me the first impression of your firm’s commitment to client service? What impression will I take away? Since I started coaching lawyers, I have walked into 100s of law firm offices across the United States and Canada. I quickly reach conclusions about each firm’s commitment to serving its clients by my experience with that firm’s professional staff. I bet your clients quickly reach the same… [read post]
27 Feb 2014, 4:00 am by Cordell Parvin
Are you a first year lawyer in a law firm? This one tip is for you. Do you know first year lawyers in a law firm? If you think this is a valuable tip, share it with them. Here is the tip: Make a list of everyone you can think of who is either successful now, or you think will be successful in the future. These could be your high school, college, law school classmates, your parents friends, your wife/husband/girlfriend/boyfriend friends, members of your church… Rank them by how success they… [read post]
9 Jul 2013, 4:00 am by Cordell Parvin
After doing your self assessment, on this second day, focus on where you want to take your practice. When I am coaching lawyers, those who get the most out of our work together think 3-5 years in the future and adjust their aspirations upward. So when you answer these questions on Day 2, dream bigger dreams than you have in the past. Describe what you feel would be success at this point in your career. How much  business do you want to be generating? Describe your ideal clients. How are your… [read post]
14 May 2012, 5:48 am by Cordell Parvin
I love helping law firm associates learn and implement ideas on client development that will pay off for them in the future. I am confident associates in your law firm have little clue what they should be learning and doing now. If you want to help them, I have prepared both slides and a workbook to help you. So, take a look at the slides I prepared Client Development in 2012 for Young Lawyers. Then, take a look at the Client Development for Associates Workbook. I have been sharing the slides and… [read post]
12 Jul 2013, 4:40 am by Cordell Parvin
This post is for those of you who believe writing and/or speaking are valuable activities to raise your profile. If you are one of those lawyers, here are some questions on your writing: What are the top topics your clients and potential clients care about now? (Note: what are the problems, opportunities or changes they are encountering that create legal issues?) Do you want to write blog posts or longer articles and get them published? If you are blogging, what headlines for your topics would… [read post]
11 Jul 2013, 4:00 am by Cordell Parvin
On day 3 you focused on what you need to learn to become more valuable to your clients. Today, I want you to think about what steps you will take to raise your profile (visibility and credibility). Here are some questions to get you started: Is your website bio effective? Is it current and updated? Are you completely satisfied with your photo? Does it show your representative experience? If you have listed articles and presentations, are there active links? Would it be more effective for you to… [read post]
25 Jul 2012, 4:27 am by Cordell Parvin
When I was busy billing 2000 hours, I listened to clients, but I did not listen closely to the young lawyers who worked with me. Now that I am coaching younger lawyers, I pay far closer attention to what they tell me. If you are a regular reader, or if  I have coached you, you have read or heard me say that to secure, retain and expand relationships with clients, you should begin with a short attitude check. What do I mean by attitude? Pay attention to how you talk to yourself, or talk to me… [read post]
10 Jul 2013, 4:00 am by Cordell Parvin
On Day 1, you did a self assessment. On Day 2 you created a vision of where you want to be in 3-5 years. Today let’s figure out what you need to learn to get there. So, ask yourself and answer these questions: How much non-billable time are you willing to spend in a year on your own development and client development? (I recommend 400-500 hours a year). How much of that time are you willing to spend on your own development? (This depends on your experience.) What law or legal skills do you… [read post]
20 May 2013, 4:00 am by Cordell Parvin
Are you staying inside your comfort zone? I hope not. I recently read a Seth Godin quote: Discomfort brings engagement and change. Discomfort means you’re doing something that others were unlikely to do, because they’re hiding out in the comfortable zone. When your uncomfortable actions lead to success, the organization rewards you and brings you back for more. I know many lawyers who are focused on results rather than focused on striving to get better. They fear failure to such a degree… [read post]
12 Apr 2012, 6:10 am by Cordell Parvin
I learned to practice law and develop business by watching and listening to more senior lawyers and figuring out what parts of each person’s approach would fit me best. I have been part of panels of senior partners talking to associates about client development. I have also been the moderator of those panels. I am always fascinated by the stories. Some partners claim to have never done client development. Having listened to them, they were always doing client development. It was just part of who… [read post]
22 Mar 2013, 4:27 am by Cordell Parvin
Just suppose…Just suppose you came by my office today for a coaching session. Would it be as eye opening as the Friday coaching session Shawn Tuma had with me a couple of years ago? You can see what we discussed in Shawn’s post: Are you like Clark Griswold or Ray Lewis? What would you like to get out of a coaching session with me? What would you want to learn? What challenges would you like to overcome? If I asked you for an agenda, what would you put on it? During our session I… [read post]