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Industry Overview: 3 P’s

CultureShift ™ A Leadership Approach to Maximizing Client Development Presented by: David H. Freeman, J.D. David Freeman Consulting Group, LLC Laguna Beach, CA 949.715.0819 www.davidfreemanconsulting.com. Industry Overview: 3 P’s. Poach Protect Purchase. Client-Focused Culture. Leadership

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Industry Overview: 3 P’s

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  1. CultureShift™A Leadership Approach to Maximizing Client DevelopmentPresented by:David H. Freeman, J.D.David Freeman Consulting Group, LLCLaguna Beach, CA 949.715.0819www.davidfreemanconsulting.com

  2. Industry Overview: 3 P’s Poach Protect Purchase

  3. Client-Focused Culture Leadership Planning Build consensus Align people, groups & systems Skill-building Communication Action plans Accountability & implementation Tracking & measuring Timelines

  4. Culture Killers Low motivation Siloed practices Dysfunctional groups Lack of trust Inefficient teams Ineffective leaders Poor communication Misaligned compensation Lack of skills Unclear goals and measures Inconsistent client service Minimal accountability Inadequate follow-through

  5. Toolkit for Shifting a Culture

  6. Consensus on vision and goals Strategies/tactics/priorities Determine roles Develop measures Adjust compensation Develop tracking and reporting Senior Team Planning

  7. Prioritizing clients Process and frequency Acting on feedback Client Surveys and Feedback

  8. Client/Industry Teams Identify targets Team dynamics Team standards Team roles Client feedback Exceptional service Cross-servicing Market visibility Tracking and reporting

  9. “Client Development is a Contact Sport” Planning/Training/Coaching

  10. Planning/Training/Coaching High potential lawyers Best practices Specific tactics Commitments Associates committee Staff committee Rewards and consequences

  11. Cross-Servicing Cross-offices Cross-practices Leader meetings

  12. Inertia Internal and external communication Trust Understanding client needs Understand our lawyer’s needs Capacity Credit Lack of comfort/skill Lack of planning Accountability, follow-through, and tracking Obstacles to Cross-Servicing

  13. Raise internal visibility Build internal relationships Give Educate “Cheat sheet” Joint activities Attend group meetings Support cross-group initiatives Cross-offices Accelerated Cross-Servicing

  14. Lateral Integration Lateral planning Selection and hiring Systematic internal integration Client development planning Servicing skills Lateral mentor

  15. Alternative Fees

  16. Leadership and Management Culture Authority Input on compensation Planning Buy-in & motivation (Coaching) Cross-servicing Problem-solving Tracking, reminders & reporting Ongoing training

  17. Implementation Personal Accountability Timelines Tracking Measuring Reminders Reporting Implementation Task Force

  18. Client feedback received Contacts made with high priority targets Internal cross-servicing meetings Referrals given and received New relationships built on both sides Communication tools – type and frequency On-site meetings Presentations Practice areas used Time invested in business development Measures

  19. Calendaring Buddy system Mentoring Assistant Measures Tracking Action steps Deadlines Reporting Sustainability

  20. Rewards & Recognition Internal External

  21. Benefits Worksheet Client feedback $_________ Client/industry teams $_________ Cross-selling $_________ BD-focused leaders $_________ Lateral integration $_________ Sales and service skills $_________ Accountability systems $_________ Firm and group retreats $_________ Total $_________

  22. Top-Of-Mind

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