Law Consulting Blog

Cold Calling Does Not Work

Thu, 14 May 2009 08:36:11 -0500

Kevin forwarded an email to me from a law firm marketing consultant:

Kevin! Are you having trouble getting your own clients? If you are, this email has good information that will help you.

It's 2009 and things are different.
Having your own clients would help, wouldn't it?

For years I've been writing to lawyers about developing clients, about making rain, about not having to depend on work from other lawyers who are no smarter, no better educated, no harder working, no more talented than you.

I always told them, Getting your own clients is not as easy as falling off a log, but-it can be done-and I can show you how to do it. My name is Elaine Douglass. I'm a client development specialist. I show attorneys how to get clients.

Until now, I never said, "You might lose your job"
          I always told attorneys that the cost of not having clients would be a loss of status and income within your firm. I never said, 'you might lose your job,' or 'you might never become an equity partner,' or 'you might be de-equitized' if you don't have clients.

          Now, in 2009, that might be different.

Can you depend on luck?
          Another thing. In past economic downturns, I've noticed attorneys completely lost interest in client development. They would hunker down, hang on, and wait until conditions got back to normal so they could continue as service partners doing the work brought in by the rainmakers in their firm. I understood their position. But this time, things might be different.

Or, do you need to take action?
          What do you think, Kevin? It's hard to say, isn't it? Do you think "hang on and wait until conditions return to normal" will be enough? Or do you think this time you need to take client development seriously?

The redeeming concept
          Consider this. Even in a recession clients still have some money to spend. What are they going to spend it on? I call it the "locking gas cap angle." Suppose people are broke living on unemployment. But they get up in the morning and find a thief has siphoned the gas out of their car. Broke as they are, they're going to buy a locking gas cap. Think about it.

It can be done!
          Look at the rainmakers around you. Are they really all GENUISES?? Or did they simply take the time to figure out what it takes to get clients? Think about that.

Send for my No Cost Report
Would you like to know more about me? What I have learned in my 20 years working with attorneys on client development? Send for my No Cost Report! Just hit the reply button, and I'll send you the No Cost Report: Making Rain is as important as ever, so why are attorneys squandering their greatest strength in the marketplace?

I'll send you the No Cost Report, and I won't call you unless you ask. That'll be up to you.

Sincerely yours, 
XXXXXXXXX
P.S.  Kevin, if you need to take client development seriously, don't wait until your career is in jeopardy. Don't wait until your firm managers are breathing down your neck. Do something to help yourself, and do it Now!

Imagine a lawyer sending a cold call email like the one above. I believe the potential client would know the lawyer sent it to 1000 other potential clients using a program that enabled her to make it look like it was sent individually.

Seth Godin has written about Permission Based Marketing. It is a way different Concept. To read more take a look at this Blog post. cordellparvin.com

After reading Seth Godin’s Blog, think about ways you can gain permission from your potential clients.

A Great Book on Planning and Goals

Tue, 24 Feb 2009 08:53:22 -0600

I am frequently asked in a first coaching session to recommend a book that I believe will be helpful preparing a plan. Interestingly, The Best Damn Sales Book Ever, by Warren Greshes is a very good. Here is the link to his webpage cordellparvin.com

Why do I like Warren’s book? On page 18 he tells the story of Peter Rosengrand who is in the Guinness Book of World Records for selling what was then the largest insurance policy ever. He did it as a cold call. Now, we as lawyers may not do “cold calls,” but we can learn from what made Rosengrand’s cold call successful.

Chapter 3 is ‘Setting Goals: Why You Need Them and Why You Need to Write Them Down.” Chapter 5 is “The Three Components of an Effective Written Goal.” Chapter 6 is “The Action Plan: Why You Need One.” Chapter 7 is “The Three Components of an Effective Written Plan.” Finally, Chapter 8 is “Acting on Your Plan: You Have Twenty-Four Hours to Act on a Good Idea.”

I enjoyed the entire book, but if you just read those chapters you will be miles ahead in planning and goal setting.

Creating Clients by Word of Mouth

Fri, 6 Feb 2009 10:43:21 -0600

In my work as a coach, no firm want quarterly meetings from Thanksgiving to New Years and every firm wants quarterly meetings in January, or at the latest, February. So, I have been flying all over the country and staying in hotel rooms. This gives me the opportunity to read and listen to books. My current reading is a book titled: “Creating Customer Evangelists: How Loyal Customers Become a Volunteer Sales Force,” by Ben McConnell and Jackie Huba. I like the book in part because it focuses on ways to get customers (clients) coming to you. You can read more here. cordellparvin.com

There are great ideas in the book you and members of your law firm can try. There are also actual stories about companies and individuals. One of my favorite chapters focuses on SolutionPeople and its founder, Gerald Haman. Another favorite chapter is devoted to Dallas Mavericks owner Mark Cuban.

The one that intrigued me the most was about Maxine Clark who started a unique company that does Build a Bear Workshops for kids. It caters to kids up to 12. Kids pick out an unstuffed animal and then with the help of a store associate whose title is the Master Bear Builder it is time for a 30 minute bear building experience. Kids can select a pre-recorded voice for their stuffed animal or record their own voice.

If you are not familiar with Build a Bear, here is the link to their website: cordellparvin.com

Creating customer evangelists has to be easier for the owner of an NBA basketball team and the creator of a store that provides a unique experiential opportunity for children than it is for you to create client evangelists. Yet, I believe you can learn from their examples. What ideas do you have?

Adding Value in a Personal Way

Fri, 23 Jan 2009 14:00:33 -0600

James is a lawyer I coach here in Dallas. He is a very bright guy who knows more about metadata and what goes on with a computer than just about any other lawyer I know. When I first met James, I knew that going to networking events and making small talk would not be the highest and best use of his time.

James has two boys who play elite soccer. When he went to practices or games, he rarely spent much time chatting it up with the other parents on the sideline. After a few of our coaching sessions, James came up with a really neat idea to add value on a personal level. He loves photography. So, he began to take photos for soccer portfolios of all the players (competitive soccer is largely aimed at opening opportunities for athletic scholarships, and portfolios with stats and pictures are a necessity). As you likely guessed when he showed the parents the photos he had taken for their child’s portfolio, they were most appreciative. He told me recently that he had not gotten any huge cases from sharing the photos, but he has been asked who in his firm could help with estate planning and various other matters like that.

If you have a hobby you love, how can you use it to add value to your contacts?

Stories for Fathers...and Mothers

Fri, 16 Jan 2009 08:54:22 -0600

I saw this photo and remembered back to when Jill was the age of the young gal in the photo. It also reminded me of two stories and thoughts about being a father that I have written about.

Charles Francis Adams, the son of John Quincy Adams took his son, Brook fishing. Brook kept a journal and his entry for that day was: "Went fishing with my father--the most wonderful day of my life!" It turns out that Charles Francis Adams also kept a journal. His entry for the very same day was: "Went fishing with my son today--a day wasted." That entry might seem incredible today, but I do not think so.

I remember Harry Chapin’s wonderful song with lyrics written by his wife to get him thinking: “The Cat in the Cradle:”
My son turned ten just the other day He said, "Thanks for the ball, Dad, come on let's play" "Can you teach me to throw?" I said, "Not today, I got a lot to do" He said, "That's ok" And he walked away but his smile never dimmed And said, "I'm gonna be like him, yeah" "You know I'm gonna be like him"

I read recently about a Cornell University study that found the average father spends 38 seconds per day being totally attentive to his children’s needs and about 20 minutes a day being partially attentive. The same children spend 54 hours per week watching television. I learned early in my career from my first senior lawyer mentor the importance of spending quality time with my daughter and we spent a lot of one-on-one time on Saturdays.

The second story is “Green and Clean” and I read it many years ago in Stephen Covey’s book “The 7 Habits of Highly Effective People.” Stephen Covey tells about giving his seven year old son responsibility for the yard work and making the yard "green and clean" and volunteers to be his son’s helper. For several days, Stephen Covey looks at the yard and nothing has been done. Stephen Covey asked his son: "How's the yard coming?" The son replied: "Fine, Dad." After dinner Stephen Covey suggested they take a look at the yard. As they walked out in the yard his son began to sob and said: “It is so hard, Dad.” Stephen Covey asked if there was anything he could do to help. That broke the ice. His son went in the house and got a bag for Stephen Covey to use to pick up garbage from a barbeque. According to Covey, his seven year old son only asked for help a couple of more times that summer and the yard was greener and cleaner than ever before. Do we have the patience to be our children’s helper and teach them to take responsibility, or would we have just become upset with our child and taken over the task? You can read the entire story at:cordellparvin.com

First Impressions

Wed, 14 Jan 2009 10:52:07 -0600

Whether we like it or not, we get only one chance to make a first impression. When you meet someone for the first time, they will be evaluating you and they will pay close attention to what you are wearing.

A few years ago I was on the plane seated next to an image consultant. Her job was to work with newscasters and politicians on their hairstyle and clothing. I looked at several of her before and after photos and I was impressed with what she had done. I think her name is Linda Thomas and here is her website cordellparvin.com Her website has articles, educational materials and other interesting information. Take a look. If you are interested here is another website with some before and after photos that might give you an idea of what an image consultant does. cordellparvin.com

I do not begin to think I have any advice to give to women lawyers. I do not even offer advice to Nancy. This morning she had to go to a meeting and she got completely dressed and I thought she looked terrific. A couple of minutes later I looked and she had on a completely different outfit. I knew better than to ask why she had changed.

I do believe I can safely give some advice to male lawyers. When I first started practicing law, my first mentor gave me some good tips. He said:
1. People will notice your tie first. Own a few expensive ones and discard them if they are no longer crisp.
2. People will at some point look at your shoes. Make sure they are well shined.
3. Do not wear loafers with a suit.
4. Get your dress shirts custom made with french cuffs. If you don’t your shirt will either be too tight in the neck or look like it would fit someone 50 pounds heavier than you in the body.
5. Own at least one pair of nice cuff links.
6. Own at least one very expensive looking suit. If you wear suits every day you need more than one. (I dream of someday owning a Brioni suit).

What message is your clothing sending about you? Hopefully the message is that you are a successful professional in whom a client can have confidence.

Deliberate Practice

Tue, 6 Jan 2009 13:24:33 -0600

Have you ever heard the phrase “deliberate practice.” If you have heard it, likely it was in the context of a sports, music or art activity. Nancy practices golf very deliberately while listening to her iPod. She has likely hit more practice shots from the sand trap in a day than I have hit in a lifetime.

I read an article a couple of years ago that talks about it in a business context. cordellparvin.com Take a look at the article and see if you can think of how we might “practice” client development.

Another Holiday Gift Idea

Mon, 22 Dec 2008 09:34:55 -0600

Andrea is a Colorado lawyer I coached. In 2007 we talked about holiday gifts and she shared with me that she liked to make wreaths. I suggested that she make wreaths that would be unique for the client. She did so and they were well received by her clients. Recently she sent me this photo of the wreath she prepared for her rental car company client. Andrea’s husband went to a junk yard and found the logos of cars the rental car company rents. Once again the client loved the wreath and the CEO of the company directed that it be displayed in the lobby of the company offices.

I meant to ask Andrea how I can rent a BMW. I typically get stuck with a Chevy Impala. Worse yet, when I have asked Joyce to go on the cheap, I end up with a Corolla that does not have automatic locks or windows. I hate having to manually lock all the doors. Oh well.

It takes a Team

Fri, 19 Dec 2008 10:14:50 -0600

One of my greatest challenges occurred when I realized I had to build a team to serve my clients. I have decided to write a parable fiction book on the subject.

David is the main character in my book. He is a partner in his early 40s. He is a hard worker, very skilled at developing business and treats the associates who work for him like they are incapable of meeting his high work ethic and quality standards. He immediately sizes up each young lawyer and discards those who do not measure up. He talks behind their backs, never saying anything positive about them. In fact he and his family and clients are the only ones about whom he speaks favorably. Every firm has someone like David. Does yours?

In researching to write the book I came across an interesting Harvard Business Review piece comparing the tough love leadership of Coach Bobby Knight with the positive reinforcement leadership of Coach Mike Krzyzewski. Even if you do not like basketball, you might enjoy reading this short piece cordellparvin.com

Because lawyers think of themselves as stars, I also thought about the 2004 Olympic Basketball team that consisted of superstar NBA players who never played well as a team and barely finished with a bronze medal. What was missing? What is missing in our own practices? Then I thought about the 2008 Redeem Team coached my Mike Krzyzewski that brought home the gold. Coach K and his daughter plan to write a book about that team. But, in the meantime, what do you think he did to cause the team to come together and play as a team and what lessons are in it for lawyers?

When the book finally comes out, I think you might be surprised at some of my suggestions on delegating. I leave those thoughts as a secret for now.

Presentation Skills: Don’t Put Them to Sleep

Thu, 20 Nov 2008 14:00:21 -0600

This morning I had a coaching call with Karen who had just returned from speaking at a conference in Orlando. She followed two presenters who had gotten up and read their PowerPoint slides totally putting the audience to sleep.

Karen was able to get the audience involved by not presenting to them. Instead she engaged them by telling a story and allowing them to visualize the points she was making. It was less a presentation and more a conversation.

Nick Morgan is the author of “Give Your Speech, Change the World,” one of my favorite books on speaking. In October he posted a Blog about the debates. I thought you might find his advice to the candidates interesting. cordellparvin.com

Tribes

Mon, 17 Nov 2008 06:54:21 -0600

I ate breakfast this morning with Michael, a lawyer here in Dallas who loves hunting and fishing more than anyone I have ever met.

During our breakfast, Michael asked me: “After 10 months of working together, what would you advise me to do?” I told him to take clients, prospective clients, referral sources and their friends hunting, fishing and to dinner. I also told him there would be magic when he can be the focal point for people who share his passion.

If you want to learn the most you can about marketing and invest the least amount of time, I would encourage you to subscribe to Seth Godin’s Blog. cordellparvin.com

Take a look at two recent posts and you will see how the points Seth Godin makes helped me answer Michael’s question. Think about how they apply to your own client development efforts.

In the first post, Seth Godin discussed the Number 1 Secret of Blogging. To get his ideas take a look at cordellparvin.com A main point he makes is: once you realize that your job is to find and connect and lead a tribe, to give them something to talk about and a place to go, it's a lot easier to write a blog that works.

In the second post, Seth Godin gives his thoughts on the marketing lessons from the election. cordellparvin.com. He points out how the candidates focused both on their base and expansion of their base. According to Godin, Barack Obama was able to weave a new tribe that included many groups that were diverse and had not banded together before.

I believe Seth Godin’s points support my idea that it is important to make your clients your friends and make your friends your clients.

Holiday Gifts and Cards

Wed, 12 Nov 2008 14:41:09 -0600

I remember several years ago personally signing over 1000 holiday cards. As I was signing the cards I realized that many were being sent to people who sent me cards and with whom I had no other contact. So, I resented signing each and every one of them.

I also remember going through the catalogue our marketing department had and trying to pick out something my clients might find useful.I never really thought my clients would value the Jenkens and Gilchrist Mouse Pads. Some of my clients may have appreciated those golf balls with the Jenkens and Gilchrist logo on them.

In 2001, after 9/11 our firm decided to go on the cheap. Our card that year read that we had contributed money in the names of the card recipients to a charity. I decided to buy my own gifts for my best clients.

If we send 1000 holiday cards or receive 1000 holiday cards, haven’t holiday cards become the equivalent of spam? I know, for example, I will get a card this year from a consultant I used as an expert witness on a case in 1995. The card will not be signed. I fail to see the value in his sending me a card. I also think firm logo gifts can be a little cheesy. So, what is the answer? Last year I found a Blog post with 10 ideas. I like many of the ideas. Check it out at cordellparvin.com

Want to give a gift that keeps giving and may do some good in the world and will enable your recipients to actually help very small businesses?

Catherine is a Philadelphia labor and employment lawyer who gave me a really neat idea for holiday gifts. You give a sum of money for your client/contact to make a micro loan to a fledgling entrepreneurs.

To learn more about this opportunity take a look at cordellparvin.com As you will see in the article, your recipients redeem their Kiva gift certificates in the amount you have chosen to set up a lending account. They then decide when to make a loan, in what amount and to whom. One feature I think is really fun is that once the entrepreneurs repay their loans, the money is returned to your recipients’ accounts, where it can be lent again. So, hopefully each time your recipient makes a loan to another fledgling entrepreneur, he or she will think of you.

If you really want to make the holiday worthwhile, do something unique that will be remembered.

Be a Magnet

Tue, 11 Nov 2008 10:59:27 -0600

You have probably heard me say it a number of times: You want to be remarkable in the eyes of potential clients so that they will seek you out.

I read an article this morning about the same subject. The article was written by Dr. Ivan Misner,a New York Times bestselling author. His latest book is “The 29% Solution.” The point of the book is that 29 percent of us are connected. I understand that the book has a 52 week program to help readers become part of the 29 percent. You might be surprised to learn that Dr. Misner believes introverts are better at networking than extroverts.

You can find the book at cordellparvin.com You can read the article at: cordellparvin.com

Here are some I found interesting:
In business, being a magnet means being recognized as a “go to” person and that includes knowing people who can solve other people’s problems.
We tend to attract people like ourselves. Busy people attract busy people, making it more difficult to get together, but the rewards are great when a group of busy people get together.

The second part of the article focuses on approachability and includes suggestions from Scott Ginsberg, “the name tag guy” I have written about and whose website and blog I have suggested you read. He gives some really good ideas for being approachable at an event. I urge you to study each of his eight ideas before going to your next event. .

What Will Be the New Legal Issues?

Thu, 6 Nov 2008 08:52:49 -0600

I always urge you to figure out what the legal issues impacting your clients will be before your competition. Yesterday in my weekly blog post, I wrote about how I do it and I referenced a Wall Street Journal article that in my opinion put the ball on the tee for us to hit. To read the article, click here. cordellparvin.com

As I looked at the article, I found at least 20 changes likely to occur when the new administration and Congress begins their work. Each of the 20 will create legal issues:
Tighter financial regulation
Increased social spending
Labor friendly policies
Potential new barriers to trade
Revamp of the health-care system-including universal health care and medicare and medicaid changes
Efforts to curb oil consumption
Reduction of emissions of greenhouse gases-including cap-and-trade system
Green tilt in government policy
More control over commerce
More regulations including healthcare and energy
Government stimulus package
Favorable treatment for unions
Restructuring of financial-services industry, including a potential “super regulator.”
Concerns for coal and oil companies
Boost in power-generation, wind-power and nuclear services businesses
Pressure on drug makers from Congress
Future defense spending under pressure
Jump-start to clean technology
Tax policies that may dampen technology investments
Pulling back on investments meaning there needs to be a new investment tax credit

I know there are lawyers already gearing up to be the experts on these changes.

Friendly Clients and Referral Sources

Wed, 5 Nov 2008 10:21:13 -0600

You have likely heard me say many times that it is important to make your friends your clients and referral sources and make your clients and referral sources your friends. That point was brought home to me yesterday while I was flying home from Philadelphia. I was reading “The Sales Bible” by Jeffrey Gitomer. I came to the heading: “More sales are made with friendship than salesmanship.” He says there is an old business adage: “All things being equal, people want to do business with their friends.” And all things being NOT so equal, people STILL want to do business with their friends.”

I believe that about 10% of legal work is bet the company and it goes to the lawyer or law firm perceived to be the best in the land. I believe that about 30% of the legal work is commodity work and it goes to the lawyer or firm that is willing to do if for the cheapest fee. That leaves 60% of the legal work that all things being equal or not so equal, the client would rather do business with friends.

Gitomer makes another really important point: “Competition is eliminated. Your best competitor couldn’t blast you away from a customer who is also a friend.” That second point is the one that made me think. Looking back at my career, when my clients were also my friends, they were intensely loyal clients. When I was leaving my law practice, I wrote a column about three men my father’s age who were my friends and who enabled me to become a better lawyer. I thought you might enjoy reading about them. R B Article - 3 Hwy Contractors.DOC

Permission Based Marketing

Fri, 31 Oct 2008 15:51:07 -0500

Seth Godin has written a great deal about the concept of permission based marketing. He says: “Permission marketing turns strangers into friends and friends into loyal customers.” He also says that the challenge is to get customers to “raise their hands-to volunteer to pay attention.”

Our clients have less time to choose their lawyers and there are more lawyers from which to choose. So the question is how can you get them to pay attention to you?
Set Godin told a story in a Blog post last year about a residential construction company that used permission based marketing. They started with a sign at the construction site directing people to a website. At the site there was a slideshow showing benefits of the residence and after the slideshow people could get on the list to receive more information. I could go on, but I think it would be better for you to read the one page post.
cordellparvin.com

When you do, I want you to think creatively. We are not likely to put a sign up in our home town directing people to our website. What could we do to drive potential clients to our website? What could you offer those who came to the website? What could we do after that to ultimately get the client to choose us?

Here is something I can remember doing. As you may know I wrote a monthly legal column for a trade magazine for 25 years. At the end of my column each month there was a paragraph in italics about me. I could write whatever I chose there. Frequently I wrote the standard: Cordell Parvin is a Construction Law partner in the Dallas office of Jenkens & Gilchrist...He may be reached at .... On other occasions I wrote: Cordell Parvin has written a Contractor’s Guide to Design Build Construction which may be downloaded from his website .....That drove my potential clients to my website. While there, if they wanted the materials I had written on design build they provided contact information. I encouraged them to let their construction colleagues know about the availability of the design build materials.

That is enough about me. I would like to hear your ideas on what you could do to create a permission based marketing success.

Think about your future

Wed, 29 Oct 2008 10:14:32 -0500

When you are young it is sometimes challenging to think about the future. Although I know that Nancy and I were married when the above photo was taken, I doubt seriously we were giving a lot of thought to our future.

Many years ago, but after the photo was taken above, I read Steven Covey’s book: “The 7 Habits of Highly Effective People.” Habit 2 is to begin with the end in mind. I liked that habit because it encouraged me to quit thinking about just what I was doing today and to start thinking about what I wanted to become.

Using Habit 2, I frequently ask you to think about your future. What do you want your life to look like in five years? How old are your kids? Are you still living in the same house? What does your law practice look like? What kind of work are you doing? Who are your clients? Who is on your team and how are you working together? When you answer those questions, you are able to better envision what you want to do in 2009 that will help lead you toward the end you have in mind for five years from now.

One of my favorite websites is www.hellomynameisscott.com Scott is the name guy and has many, many articles that are valuable for lawyers. He also has a Blog. I recently received an email link to a post he did with great questions to ask about your future. You can get the link here. cordellparvin.com. The questions he asks will challenge you to think creatively about your future. Take a look at the list and pick out the ones that you think would be helpful.

Book to Read

Mon, 27 Oct 2008 09:30:31 -0500

I have been traveling a lot recently and that given me time to listen to the book: “The Sales Bible” by Jeffrey Gitomer. I like his books because they include many points that are applicable to lawyers. You can click on the book cover above to learn more.

Among Gitomer's "Selling Tips" are:
1. I give value first.
2. I help other people.
3. I strive to be the best at what I do.
4. I establish long-term relationships with everyone.
5. I have fun (and I do that every day).

Interestingly, I have tried to implement these very tips in my own career. You might have heard me talk about figuring out a client problem, opportunity or change and providing a solution that I give away. If you have ever seen a copy of my core values, you will recall that striving to be the best at what I do and having fun are two of them.
What do you think of this list? How can you implement it?

Listening to Podcasts

Tue, 21 Oct 2008 13:07:51 -0500

I listen to podcasts on my iPod while I am working out and while I am on planes. Sometimes I also listen while driving. I like the “Duct Tape Marketing” podcast done by John Jantsch. You can find the podcasts on iTunes or at cordellparvin.com

If you have an iPod, here are a few of the segments from this year that I would recommend:

Thu Feb 21, 2008
Presentations with Cliff Atkinson

Mon Mar 17, 2008
Personal Branding Podcast

Mon Apr 28, 2008
Marketing podcast with David Allen author of “Getting Things Done.”

Tue May 27, 2008
Influencer podcast

Mon Jul 28, 2008
Bob Burg Talking About Referrals

Mon Aug 04, 2008
Talking with Josh Waitzkin-He is the chess master who was the subject of “In Search of Bobby Fisher.”

Tue Aug 19, 2008
Talking Trust with Stephen M.R. Covey

Getting Things Done-Practical Tips

Thu, 16 Oct 2008 08:59:44 -0500

“Getting Things Done” by David Allen is one of the books I recommend to lawyers trying to make more time for client development. It is the most popular book on my list for one of the groups I coach.

Eric is a Dallas based lawyer who is a member of that group. As you can see above, he is a proud new father. When I asked him how he is using the principles of Getting Things Done, here is what he shared with me.

Three main benefits to the GTD program for me:

Forces you to inventory all you have going on so you have a clear picture of all your project.
The 2 minute rule of completing things on your next action item list immediately - definitely helps clear out the underbrush when you are working on knocking out a list of items
By its nature carving out time for at least tactical (if not strategic) thinking on the front end - this has spurred me to do some of the most creative thinking about client development I have ever done.

If you feel you do not have time to read the book, here is a link to David Allen speaking about the principles in the book.

More on Speaking

Tue, 14 Oct 2008 17:13:13 -0500

I like to ask lawyers I coach: “What is the one thing you want to get better at doing?” As you might imagine, the most popular answer is: “Managing time more effectively.” The second most popular answer is: “Public Speaking.”

I believe the only way to get better at public speaking is by doing it as often as you can. Doing it builds your self confidence and allows you to be more natural.

I taught High School Sunday School from the time I was in my mid-20s. I was motivated to do it for a variety of reasons. One reason was I knew I would be forced to learn more about the Bible. After all, I did not want to make a complete fool of myself. I also wanted to practice speaking in public and connecting with an audience who did not want to be there. I figured that if I could make Sunday School meaningful to a group of teenagers who would greatly prefer to sleep in on Sunday, then I would have a chance to connect with a group of contractors who would prefer not to be listening to a lawyer.

Tim Ferriss is the author of “The 4-Hour Work Week” I found an interesting Blog he posted where he interviewed Daniel Pink the author of “A Whole New Mind.” To read the interview go to cordellparvin.com There you will see the importance of answering the audience’s questions: “What’s your point and why does it matter?” Pink also talks about the importance of being authentic.

Many lawyers I know are very authentic when meeting one-on-one and with a small group, yet put them on a stage and they change. Their facial expressions change, their gestures change. Why does this happen? Put simply, they are nervous and also feel they must look professional. That is why practicing and presenting as often as you can is important

Virtual Assistants

Fri, 10 Oct 2008 09:49:15 -0500

Biz is a busy DC lawyer and mom I coach. I have enjoyed working with her very much, in part because she sends me her activity goals for each week and a report on how she did last week. That is her way of holding herself accountable. She also sends a copy to her Dallas based “partner” in the coaching program, as a further effort to be accountable. I have also enjoyed working with her because she is willing to get outside her comfort zone. This past year she has taken up golf as a business development activity.

Like many lawyers I coach, Biz is extremely busy with billable work and client development and she wants to spend quality time with her family. Early in the coaching program I suggested that she read the book: “The 4-Hour Workweek” by Timothy Ferriss. I told her that we as lawyers will never have a 4-hour workweek but there are some points in the book we can implement.

In August I received an email from Biz about the book:
“I finished the book and am hiring a virtual personal assistant based in Bangladesh! I feel 20% lighter already! I am going with the 40 hour a month plan with a 7 day trial and rollover from month to month. I made a list of all the tasks to be done by Sept 1 and have no doubt that I will not have any hours to roll over this month. I do hope I will get my weekends back as a result.”

During her group’s quarterly meeting in September Biz reported she had read the book and hired the virtual assistant and was paying $10 an hour for 40 hours a month. She mentioned that the virtual assistant was taking care of many personal tasks and relieving stress by doing so. For example, Biz had the assistant make all the arrangements for a college visiting trip in Georgia, including making the appointments at each of the colleges, getting tickets for a college football game and making hotel reservations. When Biz mentioned all of this to her coaching group, several others told her they wanted to be part of her virtual assistant’s program.

Presentations

Wed, 8 Oct 2008 11:21:54 -0500

As you likely know I read a great deal that Seth Godin writes. Recently I have been focusing attention on presentations. A few days ago Godin wrote a Blog I thought you would find helpful. As you will see, he suggests considering not using PowerPoint at all. cordellparvin.com.
The image above with the PowerPoint slide in the background gives you some idea of why Godin suggests we consider not using PowerPoint slides.

If you do use PowerPoint, consider reading Cliff Atkinson’s Book: “Beyond Bullet Points” and consider the approach he suggests in this article. The First Five Slides - Unlocking the Story Buried in Your Presentation (Apr 07).pdf

Coaching Group Idea-The Buddy System

Thu, 2 Oct 2008 13:07:37 -0500

I just got back from meeting with one of the groups I coach. In early September I wrote about Ford’s idea for his group’s September meeting. Here is what he shared with me before the meeting:

“I'm leading next week's meeting. My topic is, "Who's Your Buddy?" The themes are: (1) we need to develop networks of buddies ("Never Eat Alone"); (2) we can help each other (be each others buddies) sell our brands through cross-pollinating; and (3) we need a buddy system to keep us on track. As for (3), I'm going to propose that we draw names from a hat each month to set up teams of two. Each team member will prepare an outline of his/her monthly goals and share it with the other. The teams will meet briefly once a week to discuss progress on the monthly goals. This will also let the team members get to know each other's practices better. At the next monthly meeting, we will draw names again and set new teams of two. Finally, I have prepared a PowerPoint for the meeting. My example of "buddies" in my PowerPoint is the tag team of Rip Hawk and Swede Hansen, complete with a youtube video clip from a 1970's wrestling "match" where they are tagging each other in rapid succession so that each could quickly jump back into the ring and stomp on their opponent.”

During my individual coaching sessions, each member of Ford’s group commented on how the buddy system he created had energized the group and them individually and also provided another level of accountability.

After my trip, I asked Ford to share with me his thoughts. Here is what he said:

“At our September meeting, our group decided to use a buddy system. In a few short weeks, it has had positive results.

Knowing that we will be meeting weekly in small groups has given each of us further incentive to refine our short term plans and act on them. You don't want to show up empty-handed. And you don't want to have left undone those things you ought to have done.

From my own experience, during the first meeting with my "buddy," we were both jotting down ideas on our respective "to do" lists. He also gave me a few good ideas on how to broaden my appellate practice in Virginia, and I've already started getting the ball rolling on his suggestions. After our meeting this week, I sent him materials to forward to several existing clients, with an eye to providing value.

Although we had planned to switch around the groups each month, one group has requested that they stay together for at least 60 days. We also have been flexible as to the size of the groups. We started with the notion that they would consist of two lawyers, but now we have a few groups of three, which may even be a better approach.

The buddy system has seemed to have given us a renewed sense of engagement. Moving forward, persistence and perseverance will be among our polestars.”

If you want to hear more about this from Ford, I am sure he would be happy to share more with you.

Little Things Matter

Wed, 1 Oct 2008 11:56:47 -0500

Scott is an outstanding lawyer from Houston who I coached last year. Each year his firm hosts a dove hunting event for clients and friends. Men and women lawyers and clients participate.
This year Scott looked on the internet for something that would connect hunting with his client’s passion for the Dallas Cowboys. He found the hunting shirt above. When he sent it to his client, he wrote a handwritten note:

Don sent Scott the following email:

It is with extreme gratitude and emotion that I write this e-mail to offer my sincere appreciation for the very generous and kind gift of the Dallas Cowboys hunting shirt. It will go into my hunting clothes collection and promises to be a favorite for years to come. In light of the fact that the our company is a proud sponsor of the Dallas Cowboys, the gift has even greater meaning.
I could not agree with you more that Romo is a choker and we hope he continues to choke the way he has so far this season.

Thanks again,
Donald XXXX, Esq.
General Counsel of YYYY

Client Worldview Hard to Change

Wed, 24 Sep 2008 14:43:33 -0500

Seth Godin posted a Blog recently reminding us that our clients have a “worldview” and that changing that worldview is a big challenge. So here is an assignment for you. First, read Seth Godin’s Blog post. livepage.apple.com Then, make a list of your clients’ worldview about lawyers, law firms, legal work and their relationship with lawyers. Then figure out what data you can package that would be accepted by clients with the worldview you have listed. Find another lawyer in your group and brainstorm ideas about this with him or her. This could also be a topic to discuss during a monthly meeting.

More on What Clients Want

Tue, 23 Sep 2008 10:50:09 -0500

After my post on what clients want, I have had several one-on-one coaching sessions. One topic that has come up a couple of times is what clients want in tough economic times. Clearly clients want the results they expect you to get, but that is the minimum of what they expect. One lawyer I coach shared with me that one of his clients wanted templates of legal documents so they could do some of the work in-house themselves.

Another lawyer I coach mentioned that clients want us to focus on:
Helping them save money on their outside legal cost
Accountability-meaning they want us to meet or exceed any commitments we make and want no surprises from us. This means we must timely advise them of any changes when they occur.
Results

I have been thinking about what clients want for a long time. To the list above, I would add that clients want us to listen more effectively, want us to see things they do not see and want us to help them do their job and look good in front of their management. After a coaching session a few months ago, a lawyer I coached created an extranet site for his largest client’s assistant general counsel. The site enabled his client contact to keep up with what was going on in each of the matters he was handling for her company on a 24/7 basis.

One of the lawyers I coached three years ago is now the General Counsel for a large company. Recently he gave a General Counsel’s perspective. I think you might find his thoughts valuable. General Counsel’s Perspective.doc
Take a look at what he said and let me know your thoughts.

Delegation and Supervision

Fri, 19 Sep 2008 11:43:22 -0500

I remember the day I realized that I could not do all the work I was generating by myself. My law practice got infinitely more complicated that day as I sought to build a team.

Even though I tried, I don’t believe I was a great supervisor. I hated details and I did not enjoy giving critical feedback to the young lawyers who needed it. Yet, I believe I was able to supervise highly motivated lawyers, who didn’t need a lot of critical feedback. (Arguably anyone can supervise those lawyers.) Tyler was one of those lawyers. He began working with me as a summer associate and he was always truly outstanding. He and I both worked with Joyce who kept us both in line.

Since I am asked so frequently to describe how best to delegate and supervises that I asked Tyler to share his ideas with me so I can share them with you. Tyler’s message focuses on what I did. The real focus should be on what he did to enable me to better delegate and supervise.
Here is what he said:

“I am happy to share some thoughts on why our partnership worked out so well.

1. Cordell placed me directly in the client's business location. That made it very easy to focus on the work at hand and avoid the distractions of the hone/email/internet. Although you have to give consideration to family - as too much time away will drive your associates off - I was single at the time and we took advantage of that. We were probably most efficient in our work for the clients when I worked in the location. Then, Cordell would visit every other week and we would have major meetings.

2. Cordell allowed me to bill my time - and count it - to get my hours, since he could trust I was being as efficient as possible. But he also did not hesitate to make cuts that were appropriate for the client and value associated with a junior associate trying to perform complicated work. He then protected me with other partners when he had to defend those cuts.

3. Relatedly, Cordell made sure the client was well aware of the above fact, since the perception with me stationed at the client location is that they would be over-billed simply because 8-10 hours per day were going on their tab.

4. Cordell made sure I was working with clients who were 'well-socialized.' I recall one project manager who was very intelligent but was sometimes moody and difficult to work with. That led to an unproductive situation for everyone involved in the day-to-day work. For the most part, that was not the case.

5. Cordell, the client, and I worked on being exceedingly clear on what the objective would be, ie, the final product. And, we revisited that weekly to make sure we were all on the same page. The times we did not do that, the client often became agitated.

6. Cordell made sure he was always available to help answer questions. Instead of me running down rabbit trails, he could provide a five minute answer via phone or Blackberry that would save me time and the client money.

7. Cordell made it clear that I could submit drafts to him, no matter how poor of a draft it was, at any time so that he could steer my work in the right direction and edit as we went. This was especially true as we drafted claims. I was not afraid that some minor misspellings, grammar errors, or even unchecked law was going to tarnish my path to partnership - Cordell made clear that the stated and understood goal was to get a good product for the client.

8. Cordell attempted to align me with client representatives of a similar age, in order to forge future relationships. It ultimately also allowed me to have someone within the client who also often felt as clueless about what was going on as me!

9. Lastly, since I worked for 5-6 partners at a time, Cordell made sure that he knew what I was working on for everyone and helped my prioritize my time and efforts - to the extent that we would sit in his office in the morning and run through the list of everything I was working on. (The people who work for me don't do that now, but I wish they would - they should do that on their own initiative.)

More recently, I now have a team of two junior employees working for me. I find that the three most important things I do in delegating work to them is 1) to be very detailed about the expected work product, 2) to make sure everyone understands the degree of accuracy and perfection needed in the final product, and 3) to be very clear about the due date/deadlines. I also find it important to keep their plates full with a mix of long-term projects, short term projects, and other miscellaneous projects that can be done at any time to fill the gaps (research, article writing, etc.).”

The photo above is Tyler, his wife Amy who is also a lawyer and their daughter Ellie. Tyler and Amy just adopted Cooper James who was born this past Monday evening.

Begin with the End: What Clients Want

Wed, 17 Sep 2008 15:50:22 -0500

My guess is that most, if not all, of you have never heard of Josh Waitzkin. He was an eight-time National Chess Champion while growing up and was the subject of the book and movie Searching for Bobby Fisher. When he was a young kid learning, his coach taught him differently than other young chess prodigies. Instead of focusing on openings, his coach focused on endings. First the focus was on king and pawn against a king-just three pieces on the board. In that process Waitzkin says he gained an intuitive feel for the power of the king and the subtlety of the pawn.

How do we normally learn about client development? Like most young chess players we learn about openings. Suppose instead we learned backwards from the end. In that learning process we would focus on what causes clients to feel like they have received extraordinary service to such a degree that they come back and tell others about you.

A couple of months ago, Jonathan, a lawyer I coached a couple of years ago sent me an email that was a voicemail a client had left the managing partner of Jonathan’s firm. It was the kind of recording we as lawyers live to receive. The client said that Jonathan and his team were the best, if there was any way he could clone Jonathan and use him on matters in states where the firm was not located he would do it. He mentioned that it was not just the quality of the work Jonathan did, it also was the extraordinary service he provided and deep understanding he had of the company. I was blown away by the voicemail. As I said, we live to hear praise like that.

So, what can you do? Suppose at one of your monthly meetings you created a client service policy. Prior to the meeting members of your group could interview clients to see what would make them “raving fans.” Consider also brainstorming about extraordinary client service. Finally, you might also consider having someone report on the main points in the book “Raving Fans.” Click on the book to learn more.

Finding a Prospective Client

Mon, 15 Sep 2008 09:53:39 -0500

Several lawyers I coach prefer not to write or speak to industry groups. Instead they want to focus on building relationships. Michael is one of those lawyers. He is a real estate lawyer here in Dallas and we frequently meet for breakfast for our coaching sessions. When we do, inevitably three or four people in the restaurant speak to him. He seems to know no strangers. Michael is a living example that there are a variety of ways to attract clients and build relationships.

While Michael does not write or speak to industry groups, he has a passion for hunting and fishing. During one of our coaching sessions he mentioned driving two hours to have a fly fishing expert look at his casting and offer some advice. Michael loves to take clients, prospective clients, referral sources and friends fishing and hunting. In addition each year his father and his son join him on a fishing trip to Alaska. I enjoy this because he brings Salmon back for Nancy and me. While hunting and fishing are great for client development, Michael began a relationship with a developer client in an even more interesting way.

Twelve years ago Michael and his wife, Lisa were walking through the neighborhood. They came across a stray dog when when they told her to sit, she did. Michael looked at the collar and found it belonged to James A, and it included his address. Michael knew of him because he was an active developer in Dallas. Michael and Lisa took the dog to the address and found no one was home, so they took the dog home with them. On Monday Michael called Jim’s office and found out he was out of town because his father had passed away. Jim’s assistant contacted him and let him know about the dog and then she called Michael back. It turned out Jim would be gone for three days. She asked if Michael could keep the dog during that time.

During the three days, Michael also noticed an Arkansas hunting license on the collar. When Michael returned the dog, he told Jim that he also loves hunting. Later the two of them set up a duck hunting trip together, which involved a three hour trip each way to the duck blind. On way back, Jim mentioned a $390 million project he was developing and asked if Michael would like to do the legal work. That was 12 years ago. Jim and Michael have become friends, they have worked together on Jim’s development projects. They hunt and fish together and their two dogs have have produced puppies.

The point of Michael’s story is there are a variety of ways to get business. One size does not fit all. I do believe that Michael’s passion for hunting and fishing and his likeability make it natural for him to build relationships with people who share his passion.

Learning Your Client’s Business

Wed, 10 Sep 2008 10:47:56 -0500

Joice is a Las Vegas lawyer I coach. One of her niche markets is the wine industry. Recently she shared with me a relationship building activity she did that was challenging, rewarding and fun.

“In follow up to our recent coaching call, I wanted to share with you a few "relationship development" things that I've done recently that were a lot of fun.
One of my larger clients is a national wine/spirits distributor. In the course of working on a case for this client, I've gotten to know some management level employees pretty well, including the head Master Sommelier.
Recently, my client held an in-house introductory course for the Master Sommelier program for its employees, free of charge. Normally, these 2-day classes cost in excess of $500 and getting in is usually quite difficult. By expressing my interest in learning more about my client’s business, my general interest in wines, and my particular interest in the course, I was able to "swing" an invitation to attend the client's class.
It was an impressive two days! Several heads of the Court of Master Sommeliers taught portions of the class in conjunction with the client's three in-house Master Sommes. We tasted wines from all over the world, learning how to appreciate the differences among each variety, and we covered more geography than I've been exposed to since high school! At the end of the program, there was an exam (which I passed, thank goodness), and I received a certificate and a pin designating my membership into the Court.
It was an awesome and worthwhile experience, albeit hard work. I definitely believe that the client was impressed with the level of my interest; they understood that it was non-billable time I was taking out of my own schedule and that I really was doing all the related "homework." I feel like my relationship with this client has reached another level now.
To thank the Master Somme who invited me to the class, I picked up a gift certificate for him to Aureole, a Las Vegas restaurant with one of the best wine cellars in town. I have no doubt that he appreciated that. And while I at the client's facility during those two days, I also picked up a baby girl t-shirt from the Mama Mia show to give to another executive who recently had a baby girl named Mia,which is also my daughter's name. (I have attached a photo of my daughter in her Mama Mia tee shirt.) I also dropped off a CD version of "meditations for busy people" for another manager, who had recently been in the hospital for stress-induced high blood pressure. We chatted about different ways to reduce stress after he got out.
I received very nice feedback for all three gifts. Most importantly, participating in the course and doing these small things made me feel really good about my relationship with this client (which is a hard feeling to come by when you're a litigator and litigation isn't really considered a value-added business activity!).”

I think Joice has made a deeper connection with her client. Just consider the value of spending two days learning about wine from your client who is a national distributor. Is there something like this you can do with your client?

Group Meeting Idea

Mon, 8 Sep 2008 16:58:32 -0500

Ford is a lawyer who has really worked hard to get as much from the coaching program as possible. Last week he responded to my request for ideas and thoughts on the monthly group meetings. Here is what he told me:

“We did not have a July meeting and several of our lawyers missed our August meeting. I think the vacation season has put us through a bit of drift.
I'm leading next week's meeting. My topic is, "Who's Your Buddy?" The themes are: (1) we need to develop networks of buddies ("Never Eat Alone"); (2) we can help each other (be each others buddies) sell our brands through cross-pollinating; and (3) we need a buddy system to keep us on track. As for (3), I'm going to propose that we draw names from a hat each month to set up teams of two. Each team member will prepare an outline of his/her monthly goals and share it with the other. The teams will meet briefly once a week to discuss progress on the monthly goals. This will also let the team members get to know each other's practices better. At the next monthly meeting, we will draw names again and set new teams of two. Finally, I have prepared a PowerPoint for the meeting. My example of "buddies" in my PowerPoint is the tag team of Rip Hawk and Swede Hansen, complete with a clip from a 1970's wrestling "match" where they are tagging each other in rapid succession so that each could quickly jump back into the ring and stomp on their opponent.”

Ford’s group is not the only one to use the buddy system. If you have ever had a workout partner or running partner you know the value of having the buddy to hold you accountable when you just do not feel like working out or running that day.

Inc. 500 Fastest Growing Private Companies

Fri, 5 Sep 2008 13:37:32 -0500

I believe I have recommended a couple of magazines to you. One is Inc, and the other is Fast Company. I personally like these magazines because I sense that many times they are ahead of more traditional magazines on reporting changes going on in the market place of small to medium sized businesses.

As you may know, each year, Inc. publishes a special issue highlighting the 500 fastest growing private companies. There are 27 in Virginia, 19 in Pennsylvania. 10 in Tennessee, 31 in Georgia, 43 in Texas, 12 in Colorado, 8 in Nevada, 8 in Arizona, 15 in Utah and I could go on. To learn more go to cordellparvin.com

Have you ever considered that these companies could be potential clients either now or down the road. The fact they are fast growing likely means they have legal needs. They may already have a lawyer or law firm, but I still think it would be a good strategy to get to know more about them.

Monthly Meetings

Thu, 4 Sep 2008 13:22:18 -0500

Some of the groups I coach are struggling with monthly group meetings and some of the groups I coach and have coached have found them invaluable. I want to share a couple of thoughts and ask for your feedback on how to make the monthly meetings valuable.

Why have monthly meetings? One reason is for members of the group to get to know each other. A second reason is to learn from each other. Studies show that we learn more effectively in smaller bite sized pieces than in huge chunks. If you learn one small thing each month that is helpful that will be a great benefit for you. It is also way more powerful to hear from one of your team members what they have done that has worked, than it is to hear the same thing from me. Third, each of you has challenges that make client development difficult. Through your monthly meetings you can identify and discuss potential solutions to those challenges. Finally, monthly meetings are one more way to enable each member of the team to be more accountable. One lawyer I coached three years ago told me that one of the most rewarding parts of the coaching program was his feeling that he did not want to let the rest of the team down.

Here is one of the challenges you face. On any team the most powerful team member is the one who is least committed. Why is that true? Unfortunately, the least committed member of a team is able to drag down other members of the team. If you do not attend the monthly meetings, or you attend and read and write on your Blackberry, you are unfortunately a powerful team member.

I am anxious to hear your ideas on what your group is doing to make your monthly meetings valuable and how you are getting everyone in your group to contribute.

Client Development CLE Webinars

Wed, 3 Sep 2008 09:05:59 -0500

Last week the Texas State Bar advised us that our three part Webinar Series: “Securing, Retaining and Expanding Relationships with Your Clients” had been accredited to receive 3.00 hours participatory CLE credit and 0.50 hours Ethics credit. The Webinars will be presented at noon Central time on October 8th, 15th, and 22nd. If you are a Texas lawyer and want to participate contact Joyce jflo@cordellparvin.com to sign up. We are limiting participation to the first 50 who sign up.
Like many of the programs I do for law firms, the three main topics will be:
The Core of Your Practice, Build Your Plan
Skills to Develop Quality Services, Build Your Profile
Build Client Relationships
The fourth topic will focus on the Ethical Rules for marketing legal services.
I know that states like Virginia and Pennsylvania would never give CLE credit for this kind of program. But if you think lawyers in your firm admitted in states that would consider this program for CLE credit would find it valuable, then contact Joyce so we can try to get CLE credit for future Webinar programs in those states.

Pay Attention to Who May Be Hiring You

Tue, 2 Sep 2008 12:38:14 -0500

I learned the hard way that the many executives who were considering hiring me were not all just like me. It was a rude awakening but one that served me well. In May 2002 Gary A. Williams and Robert B. Miller wrote a Harvard Business Review article titled: “Change the Way You Persuade.” If you do a Google search you will be able to find a copy to download.

Think about the last person with whom you met who was deciding whether to hire you. Was she charismatic, a thinker, a skeptic, a follower or a controller? How did you try to persuade her to hire you? How would you do it now?

Success Strategies

Wed, 27 Aug 2008 10:05:58 -0500

As you may know I have been and will be on airplanes and trains a lot during August. My current airplane/train reading is a short book by Jeffrey Gitomer titled: “Little Red Book of Selling.” If you sat through a quarterly meeting where we did the program “Beyond Selling” you might recall that he is the guy in the video who says if you do not like selling go down to the post office and sell stamps.
I was not sure his book would be helpful, but so far in my travels I have found several really important points. One thing that is kind of cool is his list of 18.5 principles, strategies and actions that will lead you to success. I think most if not all apply to lawyers so they are worth sharing:
Believe you can.
Create the environment.
Have the right associations.
Expose yourself to what is new.
Plan for the day.
Become valuable.
Have the answers your prospective clients and clients need.
Recognize opportunity.
Take advantage of opportunity.
Take responsibility.
Take action.
Make mistakes.
Willing to risk.
Keep your eyes on the prize.
Balance yourself.
Invest, don’t spend.
Stick at it until you win.
Develop and maintain a positive attitude.
Ignore idiots and zealots.

I thought this book would be too much about sales that would not apply to lawyers. I was pleasantly surprised to find that lawyers can apply the ideas. I urge you to read this book if you have time. If nothing else, read the explanation of each of the items above.

Give Yourself Points

Wed, 20 Aug 2008 09:41:52 -0500

Yesterday, Dave Walton gave a presentation on how he uses his plan to hold himself accountable and to do something on client development each and every day. If you missed it and I didn’t send you the link to watch it, here is the link.
https://cordellparvin.webex.com/cordellparvin/lsr.php?AT=pb&SP=TC&rID=26730132&rKey=07E8D9DC9B56117F&act=pb

Terry is a Houston lawyer I am coaching. We have talked at length how to make time for client development when Terry is busy. Terry has his own interesting approach to hold himself accountable. He gives himself points.
When I last met with Terry in person we set 90 Days Goals. After we met, Terry created a calendar using an excel spread sheet. He told me: “it is amazing how much easier it is do make things happen when you write them down. Terry does one other thing that is unique. He has established points for each of his listed activities and keeps score. For example: Lunch with clients, prospects, or referral sources is worth two points. His goal is to have 12 lunches so he can earn 24 points if he does all 12 lunches. Terry explained that keeping score makes him feel like he is accomplishing something. I am confident that Terry would be willing to share with you his excel spreadsheet and explain how this is working effectively for him. Let me know if you would like Terry’s email address.

How to Read Business Books

Mon, 18 Aug 2008 11:08:45 -0500

As you know I read and listen to business books all the time and I encourage you to read or listen to them also.
Having said that, I find that many lawyers who read books from my suggested list waste their time. Just reading a business book will not help you. The best way to read the book is to focus on what you are going to change as a result of what you are reading. I skim the book first to see what does not apply to me. When I read the parts that do apply I highlight the most important parts. Sometimes I even go back and type a summary of what I have typed and how I plan to apply it.
A few lawyers I have coached will send me emails with what they are getting from a book as they are reading it. That forces them to figure out how the author’s points apply to what they want to do.
Seth Godin posted a Blog awhile back about how to read books. I thought you might find his ideas interesting.
cordellparvin.com

Staying Busy with Client Development

Fri, 15 Aug 2008 11:39:55 -0500

Summer is a slow time for client development, right? As you will see below, not for Lizzette Zubey. She found a unique way to stay in touch with a contact, gave an interview on a business television show and was mentioned in her state newspaper after organizing a political luncheon.

Lizzette is a young lawyer in Phoenix. She is also the current President of the Los Abogados Hispanic Bar Association A few months ago I introduced her to Scott, a former Chicago based associate of mine who is now an in-house lawyer with Perini in Phoenix. Yesterday, Lizzette was coming to work early when she saw a building lit up that Perini was constructing. Lizzette pulled over and snapped the photograph and sent it to Scott with this email:

Hi Scott,
On my way to work this morning, I noticed the beautiful new building your company is building and couldn't help but take the attached picture. I tried to take a closer picture but other buildings and trees were obstructing the view. What a neat idea to turn on lights in select rooms to spell out the company name! It certainly got my attention.
I hope this email finds you well.

Take care,
Lizzette

This was a really small thing, right? Yet, it showed Lizzette noticed the building Scott’s company was constructing and something cool the company was doing to have it be noticed. Taking the photo and sending it added a personal touch.
There was another really subtle message in the photo and email. I know Scott. He is a construction guy. I know the construction industry is up working early. He knows Lizzette has two children. So, I am willing to bet that when Scott got the email he also thought: “Wow Lizzette is really up working early this morning. She must be a really hard working lawyer and she must have a fantastic husband.” I happen to know that both of those thoughts are absolutely true.

Lizzette has been on a absolute roll lately. A couple of weeks ago she was interviewed on Inside Arizona
Business, a television program in Tucson. The interview focused on IP issues.
http://www.insidearizonabusiness.com/the_show.asp

A week or so before that Lizzette organized a luncheon where the two Democratic candidates running for Maricopa County Attorney's Office spoke.The luncheon was covered by local Spanish and English news media. The Arizona Republic wrote about the luncheon and mentioned Lizzette and her firm.
http://www.azcentral.com/arizonarepublic/local/articles/2008/07/25/20080725attydebate0725.html

Think about ideas to stay in touch and to become more visible to your target market and your local community.

Finding Time for Client Development

Thu, 14 Aug 2008 08:39:47 -0500

You know that one of the most common agenda items for coaching calls is “How can I find time to do client development?” You may have had that as an agenda item.

I recently exchanged emails with my former associate, Tyler. I had asked for his thoughts on how I delegated work. In addition to sharing that with me, he brought me up to date. As you may know, he is in-house at a large construction company. He told me he is extremely busy at work and wishes he had more help. (Does that sound familiar?) Then, he added: “In addition to work, I am helping put on a pro bike race (www.tourofmissouri.com) and am also president of a young leaders group that is kicking off a new year with a retreat and several meetings (http://www.kcchamber.com/Centurion/). I Thought you might enjoy reviewing the links.”

I wonder Tyler finds time to be deeply involved in those two activities. As explained below, Tyler does not find time. He makes time to help with the Tour of Missouri and to lead the KC Young Leaders group. He makes time because these two activities are really important to him.

A couple of weeks ago I read a Blog posted by Scott Ginsberg. He is the name tag guy. Even though he is not a lawyer, he has written many articles and Blog posts that are relevant to lawyers. cordellparvin.com His Blog post dated July 25, 2008. The title is “How to Find (er,MAKE) time to write. He begins by telling readers that the word find is not the right word because it implies a search. He says: “Which increases the possibility of your saying, ‘Damn it – it’s already 9 PM? Oh well. Guess I won’t write today. I wonder if Law & Order is on…’ ”

Scott believes readers should make time to write (to do client development). According to Scott the word make means to build, as in build time into your schedule to write (do client development). To make time implies you are actually making a commitment.

He six suggestions resonated with me because I used many of them to make time for client development.

Like Tyler, you will only make time for something that is not urgent if you really want to do it. So, begin by focusing on why it is both important for you and enjoyable to become more successful at client development, even when you are really busy. Scott’s six suggestions give you tools that will make it more likely you will do it.

My Yoga Experience

Wed, 13 Aug 2008 09:41:26 -0500

Several years ago Ted, one of my partners, started going to a weekly yoga class with his wife. Ted, who had played tennis on scholarship at Duke, was a great athlete and kind of a macho litigator. I teased him about his yoga class.

In the last few months I read several articles and a section of a book extolling the benefits of yoga. I read that doing yoga regularly reduces blood pressure, reduces stress, increases flexibility and tones and works the core muscles. I have been on blood pressure longer than I can remember and you know I need help in all the other areas mentioned.
I started going to yoga about a month ago. In many ways I feel like a new person. During the hour class I totally focus on the poses and never once have I been distracted by my mind thinking of work. I went to the class yesterday and feel really limber and refreshed today.

By now I am certain you are wondering what in the world yoga has to do with my work with you and your group. At home I have three books on stretching. I have another book that shows the yoga poses. With my knowledge of the benefits of yoga and with all this great resource material, why do you suppose that I have for some reason been unable to just take an hour at home and do what I do when I am in the class? To me the answer is simple. There is just something about being in the class that helps me be more accountable. There is also a sense of community and connection with the other class members. I have bonded well with the one other guy in the class who was formerly with Arthur Anderson and now in a smaller consulting firm.

The same thing occurs in your coaching group. You should feel it is as important to you to actively participate in your monthly meetings as I feel it is important to me to go to the yoga class. You are far less likely to keep up your client development efforts on your own. Your monthly meetings are a chance to collaborate and brainstorm ideas. Just like the yoga class, someone needs to lead the meeting and there needs to be an agenda that will benefit participants. I actually think having two people lead the meeting is most effective. Share what you are doing and how it is working for you. Share the challenges you are facing and come up with solutions. Turn your Blackberry off and focus for that one hour a month on learning and brainstorming.

Frequently I am asked about potential topics for the meetings. Here is a list I created. Topic Ideas for Monthly Meetings.pdf I know that many of you can come up with even better topics.

Still More Ideas on Meeting with Law School Classmates

Tue, 12 Aug 2008 14:07:25 -0500

This is the third installment of ideas I received from you about meeting with law school classmates who are now in-house counsel.

John:
Do you homework ahead of time. Know the businesses and the type of law their businesses are likely to need. Research the industry. Research the businesses to see if they've been involved in recent lawsuits. Use that nowledge to ask intelligent questions at the lunch.
Use your research to tailor your elevator speech. One of them is bound to ask what you're doing these days. If your firm has the best brownfield redevelopment attorneys in town and their development company does that sort of thing, figure out a way to work it into the elevator speech.
Take a few notes on their business card immediately after the meeting and follow-up with a note as soon as possible. Relate the note to the lunch conversation.
One meeting is the probably the wrong time to ask business. Figure out a way to stay in touch.

Karen:
My advice would be to be yourself, friendly and chatty and just mention at some point, if you ever need help on ____, I'd love to talk with you about what I do and my firm's experience handling that kind of work. Then track the kinds of things the company is doing and if you see somethinv relevant follow-up with a call asking for time to come in and meet. Otherwise, I think you risk looking more like a vulture than a friend.

Dan:
Even a close friend has gotten turned off as soon as he thought I was trying to get his new company to hire my firm as outside counsel. When asking them about their work, find out what's "keeping them up at night" -- i.e., what their biggest immediate problems are concerns are.Even if they involve issues that fall outside your experience, if you can find someone else at your firm who can help, or even another firm,or even a solution that has nothing to do with legal work, they will be grateful. You will earn good will, and they will begin to view you as a Mr./Ms. Fix-It. Hopefully, they will develop a habit of approaching you with your problems. If all goes well, that can eventually lead to
business for you.

More Ideas on Lunch with In-House Law School Classmates

Mon, 11 Aug 2008 10:07:06 -0500

Daryl:
They already KNOW you want their business and they likely SUSPECT you are just having lunch with them for that purpose. The GOAL then is to actually build the relationship rather than focusing on getting their business.
NATURALLY, talk about their business but also try to get to know them on a personal level by finding out about them and sharing personal things about you to see if you can connect. Cordell, you share the idea of this approach all the time, along with following up with something that you know is of value to them without any expectation of something in return. Then keep going to lunch and keep giving them something they will value for nothing.
Eventually the chances are very good that something will happen in the way of business.

John: I think that the way to approach this is from a perspective of "Well, Bob, what a coincidence. We are handling a lot of those type cases right now."
What comes to mind most quickly would be to get them to tell war stories about what issues they are dealing. This is comfortable and allows them to talk about themselves - their favorite subject. Look for commonality in types of cases handled, and interject at the appropriate time that you or your firm has handled similar cases. Eventually, the conversation will turn to you and what you are doing. Tailor your responses - in a non-obvious way - to address how your practice and expertise overlaps with some of their hot spots. If you can find an area that the counsel has issues, offering a short in-house seminar to some of the execs might be beneficial as well.

Shane:
Personally, I have had success with a very soft-sell approach. Meet with them as your law school friends, not as prospective clients. Keep the conversation focused on non-business matters, assuming that is the nature of the prior relationship. Do not come across like you are trying to sell anything. At some point, the conversation will shift to
business. (Lawyers cannot help but talk shop.) Let your friends discuss exactly what they and their businesses do and let them do most of the talking.   That way, you never come across as trying to sell services to a business that you perhaps do not understand (or at least have not had explained in your friends' words). By the end of the
conversation, make sure that your friends know exactly what it is that you do personally and exactly what others in your law firm do that directly relates to their business. Give an example that ties into your friends' discussion of their work: "I don't focus in that area, but several lawyers in our firm do. I know they have expressed some of this same frustration in these cases, particularly in this one big case that they just tried."
I think the goals for this first conversation should be to (1) let your friends explain to you what they do, (2) let them know what your specialty is, even if it is not exactly a fit for their work, (3) let them know exactly what your firm does as it pertains to exactly what their problems are, and (4) set up another lunch meeting. By the next meeting, they will know (1) what you and your firm's capabilities are, and (2) that you care about them on a personal level because you did not try to immediately sell them work before catching up on personal matters. It's the continued follow-up that may lead to work, not the initial meeting.

How to Handle a Lunch with Law School Classmates

Fri, 8 Aug 2008 14:56:32 -0500

A lawyer with whom I had a coaching call yesterday asked me a great question:

I have a casual meeting with two law school classmates who are now counsel at two corporations. How should I approach such a meeting? I want them to know I want their business but I also do not want them to feel that I am meeting with them just for their business.

I received several responses and ideas that I thought I would share with you. I will share three of responses each day, until I share all of them:

From Shannon:
I've been told that one of the best ways to keep potential clients thinking about you is to take them out for a drink every couple of months. Casual conversation in that type of setting -- after-hours, no pressing issues to deal with, and just talking about work in general -- is a great pressure-free way to let the classmate know what kind of work you are doing and allows you to find out more about what that classmate and his/her corporation has going on. Keeping in touch this way lets that person know you care enough to take time outside of working hours to get together, and keeps you on their mind when they face a situation where they need outside counsel.

From Jonathan:
Talk to them about everything but work...sports, families, travel etc.Let them bring up work. They inevitably will without you asking and that's when you sit there and learn as much as you can about what they're doing. Keep it social, get them to like you and they will want to do business with you because you're not the annoying guy bugging them
for work. Travis and I just did this last week at lunch. It worked great, and we're taking the same guys to the Astros game on Tuesday.

From Brandon:
About two hours ago, I had one of those ah ha experiences. I have always heard that staying in touch with client was very important (Cordell talks about this in Chapter 11 of Prepare to Win), but I now understand what that means.
I have a company in Dallas that I do work for. I typically deal with the CFO. I was driving to meet another client today and had a thought to call the President of the Dallas company just to see how things were going. When
he took my call he asked "what's wrong now?" I told him that nothing was wrong, that I didn't need anything, I just wanted to call and see how things were going for him. His exact words were "you’re sh______ me, right". I
again explained that I was just was just checking in with him. Once he was over his initial shock, we had about a 30 minute conversation about the business, our kids, and golf. Turns out he is going to be in Houston next week on vacation and we are going to play golf.
After the call I started thinking back and realized that I typically only talk to this guy when there is a problem. But as a result of that one phone call, we are now connecting on a more personal level and I will be getting some of his vacation time.
I am not sure if this helps anyone else, but I will now be setting up a system to insure regular contacts with all of my clients.

10 Easy Client Service Tips

Thu, 7 Aug 2008 06:53:53 -0500

Annual surveys reveal that clients are not pleased with the service they receive from their law firms. Here are 10 easily implemented client service actions to improve service.

1.Responsiveness; promptly responding to phone calls, email, and correspondence.
2.Accessibility; being a team player.
3.Maintaining excellent communications and listening.
4.Making personal visits.
5.Billing with clarity and accuracy.
6.Stability of representation team.
7.Getting feedback from clients on services required and responding proactively.
8.Technology proficiency (email, extranet, billing information).
9.Understanding the clients’ industry, company and the needs of the individual client representatives.
10.Seeking to uncover potential client problems, opportunities and changes and develop solutions to handle them.

Help me. Have I missed anything that you would add?

A Young Associate Asked

Wed, 6 Aug 2008 08:40:20 -0500

A second year associate in my old firm told me she would like to learn four main things about client development. I thought the list was a good one and decided to share it.

(1) How to interact with clients (i.e., how to sound knowledgeable, competent, and confident when the client asks a tough question that I don't know the answer to);
(2) What my role is NOW as a junior associate and how I can get more exposure to clients;
(3) A general roadmap of what I am expected to do and where I am expected to be in the years to come in regards to client development; and
(4) Which extracurricular / community activities would be the most beneficial in my overall client development and how such activities can lead to client development (specific examples and/or stories would be great).

Please share how you would answer each of these questions.

50 Fastest Growing Industries

Tue, 5 Aug 2008 08:52:51 -0500

I have shared with you that I like Seth Godin’s quote: “Being best in the world is seriously under rated.” The world in this case is being seen by your target market as being the best at something they need.

As you know, my target market was an industry-highway, heavy civil construction. Focusing on an industry may not work for you, but it is certainly worth thinking about. Here are a couple of websites listing the fastest growing industries. cordellparvin.com This one is fastest growing by employment. This second one is the fastest growing by revenue. cordellparvin.com

Give it some thought. Does it make sense for you to focus on learning as much as you can about a growing industry?

First Impressions

Mon, 4 Aug 2008 15:02:57 -0500

Have you ever been on a plane and watched how strangers interact with each other. Last fall I was on a plane with Nancy, going to a Virginia Tech football game I watched a young woman in the row ahead of me “connecting” with the gentleman seated right in front of me and it reminded me of some important “connecting” points. She looked healthy and vibrant. She was giving him lots of eye contact. She had a great smile on her face and looked very open and engaged.
Suppose you are going to a function where you will have the opportunity to connect with potential clients. You should apply the same principles. You need to express energy. How do I do that? I listen to music (Tina Turner) and when I get there I say YES! three times to get pumped. When I meet someone I smile because I am pumped by the music. I look into their eyes and determine color. I am open (arms not folded). I try to determine how he or she is standing the tone of voice and volume. I then try to match it. I make sure my attitude is warm, confident, relaxed and engaged. I am thinking I really want this person to trust me and ultimately like me. What I have described may sound mechanical but it isn’t. It is second nature to me just as it is for the young woman on the plane. I want to share with you a study of professors that were discussed in the book “Blink” by Malcolm Gladwell. In the study, a group watching video without sound matched the evaluation of the students who had actually taken the course. The researchers kept reducing the time of the video until it was 2 seconds. The results stayed the same.
What does the study tell us? People make up their minds quickly and your body language is way more important than your words or tone of voice. Body language is your eyes and your smile and whether you are open.
Try this with strangers you meet at your next function.

Do Something Thoughtful

Wed, 30 Jul 2008 09:30:46 -0500

I am frequently asked to identify the point at which there is too much contact with clients, former clients and referral sources. I frequently give a lawyer type response saying it depends on the circumstances. One thing is clear, when you are doing something thoughtful for a client, no matter how small, it can connect you in a more meaningful way with that client.

Kate is a Family Law lawyer I coached last year. Recently, when Tim Russert passed away she sent former clients who are fathers, his book: “The Wisdom of Our Fathers.” She sent me one of the nice emails she received from one of her clients.

Kate - thanks so much. With all the coverage of Russert's recent death, I having been wanting to read this. Thanks for thinking of me.

S. is in Las Vegas for Cheer Camp this week. She is going to be on the Hawaii Pacific University's competitive cheer squad and will be on scholarship (covers tuition and travel to competitions; but I pay her living expenses). She'll leave for Honolulu early August. Not the college experience her dad had!

J. will be going into her junior year at Tech but is living in Lubbock year round. I bought a condo there and moved her and her roommate in. She's had a great job this summer at one of the country clubs. She really loves it up there. K. and I went up for spring break and will probably do another trip or two before school starts. Far away but nothing like Honolulu. K. is doing great and we're spending a lot of time together.

I think we tend to underestimate the value of the human connection and just doing something thoughtful for our clients. Kate has shared one small example,but I can share with you dozens I have witnessed over the years.