Matt Homann has more good ideas than just about anyone else I know. And when it comes to legal "conferences" there is no one who does it better. I attended the first LexThink event in Chicago a few years ago, and still think it was one of the more rewarding learning experiences I have had as a lawyer. Several years later, I engaged Matt to consult on a legal conference I was co-organizing, to make it more interesting and vibrant for attendees. Once again, his ideas were a hit.
So I am pleased to learn that Matt has designed and organized LexThink Innovate, the latest in his LexThink events (I hate to call them "conferences" because is is so unlike other legal conferences). Billed as part "unconference", part retreat, LexThink is meant to engage and challenge all participants. It requires thought, participation, and deeper commitment to action than your typical CLE conference. Rest assured, this is not a marketing consultant selling you an expensive service; Matt is a former practicing lawyer who has devoted the last five years to rethinking how lawyers can come together to innovate their law firms.
Matt's latest innovation for LexThink Innovate? It is the first "Name Your Own Price" legal event. Yep, you pay the value of what you think you got out of it--after you attend! Guaranteed. In short, he's turning “you get what you pay for,” into “you’ll pay for what you got!”
With that kind of creativity and confidence going in, you know it is going to be different. I don't know exactly what Matt has in store, but if it is like his past conferences, it will be well worth every penny.
LexThink Testimonial: "You will walk away a better person"
Steve Nipper, someone who's attended two former LexThink events, tells his readers on his Invent Blog why they should come to LexThink Innovate:
Matt Homann is putting on another “unconference,” this time on March 29-30, 2009 in St. Louis. Called the LexThink: Innovate conference, it is a “Legal Innovation Event for attendees interested in creating their perfect law practice.” Think of it as getting a roomful of the brightest, most creative attorneys around, adding a few catalysts, stirring the pot and encouraging collaboration/discussion on how to build the PERFECT law practice.
I’ve been to two of his LexThink conferences before and hope I can make this one (but may not be able to due to the timing (with IgniteBoise and state high school mock trial competitions the week before…I’m going to be hurting for family time)).
The impact on me personally, in attending the two LexThink’s I did, was unreal. I literally left there, both times, with migraine headaches…my brain swimming with all sorts of new ideas for my practice and my life. What a tremendous value! When was the last time you lost sleep because your brain wouldn’t stop thinking of GOOD things. The conference resulted in a number of things I implemented…things that made a real difference.
If you can make it, I guarantee that it will be worth your time. You will walk away a better person, have great ideas to implement, and will meet new friends.
Now is the time to innovate in your law practice. Now is the time to think outside the box. Now is the time to seriously consider attending LexThink: Innovate.
I hope to see you there!
LexThink Testimonial: "Worth Every Penny"
Reid Trautz, a former LexThink attendee, offers this take on LexThink Innovate:
As I write this, there are about 25 spots left for LexThink Innovate. I hope to see you there.
LexThink FAQ: Will There be Sponsors?
Q: Will there be sponsors at LexThink Innovate?
A: This is an easy one: I don't know. It isn't as if a sponsorship (or five) wouldn't be helpful, but from the beginning, I've built LexThink Innovate to serve the attendees first. I'd rather deliver an amazing experience to them, than worry about delivering sales opportunities to sponsors.
However -- and this is a big however -- vendors are welcome, on two conditions:
First, if you want to attend as an attendee, you must participate, contribute to the innovation discussions and NOT SELL your products or services to others at the event.
Second, if you'd like represent your company (instead of yourself) and have an opportunity to make a pitch, tell the attendees about your product, hand something out, and/or demo something, you must buy one of five Vendor Tickets. Unlike the Attendee tickets, these are non-refundable.
If you're thinking about sponsoring or attending LexThink Innovate, feel free to contact me at Matt@LexThink.com. It is going to be cool, and I'd love to see you there.
LexThink FAQ: What Will it Look Like?
Q: What will LexThink Innovate look like?
A: That's a hard one to answer, but think markers, crayons, lots of Post-it notes, laptops, projectors, music, easels, artists drawing (more on that in a later post), lots of people talking in small groups, whiteboards, index cards and big sheets of paper.Or, if you want to see what past LexThinks have looked like, here's a link to the LexThink tag in Flickr. Below are just a few pictures from an event in Chicago.
LexThink FAQ: Will there be CLE credits?
Q: Will I be able to get CLE credit for attending LexThink Innovate?
A: No. Most states require conference organizers to jump through lots of hoops to get CLE credit. Presenters must submit written materials, attendance must be taken, and only certain topics qualify for credit in different states. Frankly, it's just too hard to get credit, and I'd rather spend my time making the experience great for the attendees than getting CLE credit for them.Also, I want LexThink Innovate attendees to be at the event because they want to change the way they use their law license, not just to satisfy some requirement for keeping it.
LexThink FAQ: Why is Attendance Limited?
Q: Why are you limiting the number of attendees for LexThink Innovate?
A: LexThink Innovate is focused on providing the best collaborative experience for the attendees. As I've planned the event, I've thrown out all of the old-school conference "rules" such as: you've got to do it in a big city, you have to have well-known speakers, and that bigger is better.Instead, LexThink Innovate will be an intimate event, more akin to a retreat than a conference, where everyone will have an opportunity to make meaningful connections with one another, and be able to carry their collaboration and idea-sharing beyond our two days in St. Louis. Also, by keeping attendance to around 30-40 people, everyone will have multiple opportunities to share (and solve) their challenges with the entire group.
In short, after having designed and facilitated experiences for groups as large as 400, I'm convinced that, for an innovation-focused event a smaller conference makes for a better conference.
LexThink FAQ: What's on the Agenda?
Q: What's on the agenda at LexThink Innovate?
A: Much of LexThink Innovate is built around an “open space model” that encourages attendees to have the conversations and share the ideas they find most compelling.
However, unlike many “unconferences,” attendees will participate in several innovation-focused exercises and activities designed to help them build their “perfect” law practice. Attendees will be challenged to think differently about topics such as creatively marketing their practices to prospective customers, developing innovative billing models, delivering amazing client service, and thriving in this new economy — and always urged to answer the questions: “What now?” “What next?” and “What if?”
Finally, to keep the promise that LexThink Innovate will be “unlike any other legal conference,” there will be a handful of surprise speakers, lessons from other industries, cool activities and even a field trip to keep attendees’ creative juices flowing.
LexThink FAQ: Is LexThink Innovate Just for Lawyers?
Q: Is LexThink Innovate just for lawyers?
A: No. LexThink Innovate is for everyone who’s interested in making the legal profession better. At past LexThink events, we’ve had lawyers, consultants, vendors, technologists, students, professors and even clients. All have contributed to the innovation conversation and taken away something valuable to help their business thrive.
Do Your Best Customers Know They Are?
This week I received a letter from Hotwire (which is, along with Tripit, my favorite travel site) that began:
"Welcome to Hotwire Express, a new service designed for our best customers. Given the volume of business you do with Hotwire, you've earned this enhanced level of service and support, which includes..."
The letter continued to list a series of benefits I'll now receive as an Express member including faster response times, dedicated travel specialists, and increased flexibility to change already-paid-for bookings.
I wasn't expecting the letter, and didn't know I was one of Hotwire's "best" customers, though I've spent thousands of dollars with them. I hadn't even thought I needed the additional services Hotwire's now giving me for free. In short, it was the kind of pleasant surprise that made me feel good about my past use of their service and more likely to use them again.
I also realized that this strategy lends itself well to other businesses. What could you do to surprise (and better serve) your best customers? Take some lessons from Hotwire and:
1. Identify your best customers.2. Tell them they are, in fact, your best customers and sincerely thank them. They'll be surprised and happy to know you're grateful for their business.
3. Finally, give them additional services and benefits that they'll appreciate without them having to ask for them.
What's the worst that can happen?
Ten Rules of Rainmaking
I often quibble with the term “rainmaker” because I think it too often describes lawyers more interested in getting new clients than in keeping current ones. However, because “10 Rules for Business Development,” and “10 Rules for Keeping Clients So You Don’t Have to Replace Them” don’t have the same nice ring as “ 10 Rules of Rainmaking,” I’ll use the term here. Let me know what you think:
1. You’ll never be passionate about rainmaking until you start searching for clients you’ll be passionate about serving. Remember, a great client is one for whom you’d work for free, but one who’d never ask you to.
2. The best way to get new clients is to impress old ones. Measure the happiness of your existing clients with the same diligence you measure your time, so you can work less on developing new business and more on deserving it.
3. While there are hundreds of “strategies” to get new clients, there’s only one strategy to keep them: serve them well.
4. When meeting a potential client, don’t sell your competence, sell your compassion. They must know you care about them before they’ll care about you.
5. The single best way to get new clients is to ask your best ones, "How do I get more clients like you?"
6. A client will never be as surprised by great legal work as they will by by good service.
7. Your new client’s definition of a “great” lawyer is probably far different from yours. You must understand their expectations before you’ll ever be able to meet them.
8. Recognize that while it is usually easier to ask for new business from prospective clients than it is to ask for more business from current ones, it is rarely more profitable.
9. If your answer to “What kind of clients are you looking for?” is “Ones who pay,” you’ll get paying clients. Terrible paying clients.
10. The best thing you can promise a prospective client is more sleep. Ask what problems keep them up at night, and build your practice to solve them.
I'd love your input, and feel free to add any of your "Rules" in the comments. If you enjoyed these, check out my other posts in the series: Ten Tweets about Twitter, Ten Resolutions for the New Year, Ten Rules for Law Students, Ten Rules for the New Economy, Ten Rules for New Solos, Ten Rules of Legal Innovation, Ten Rules of Legal Technology, Ten Rules of Hourly Billing and Ten New Rules of Legal Marketing.
Also, if you'd like to get more ideas like these in real time, follow me on Twitter.
Re-Thinking Business Cards
Several years ago, I started using 3" x 5"business cards in place of traditional-sized cards. Since then, I've never gone back, and constantly get comments about how my cards (printed, by the way, on my own printer) are "unique," "creative," and even "cool."
In fact, I'd bet that the average person to whom I hand my card interacts with it at least 5 times longer than they do with a traditional one -- pretty much the reason you hand out cards to begin with, don't you think?
At LegalTech, I promised someone I'd share my current cards here on my blog, so here you go:
If you position yourself as a different kind of lawyer to your clients, make sure you have a different kind of card. And lose the scales of justice -- they're so 1909.
Use Conferences to Build Your Practice in a Down Economy
If you have a niche practice, you should already be asking your clients what conferences and trade shows are "must attends" in their industry. If you're not already a regular attendee (or speaker) at these events, you should be -- now more than ever. Here's three reasons why:
1. You Can Increase Client Satisfaction: One of the first things your clients will cut back on in a down economy is attending these events. Go in their stead, and promise to report back to them on what you learned. You can do so in a letter, newsletter, blog or even on Twitter (more on that in a second). They'll appreciate you being their eyes and ears at the event and will always remember how you cared enough about their business and industry to attend when they couldn't. As a bonus, they'll likely introduce you before the event to their friends/colleagues/peers who'll be there.2. You Can Meet Quality Potential Clients: The attendees who will be there are potential clients (but ones who CAN afford to attend) who will be impressed by your commitment to your existing clients and your desire to increase your expertise in their industry. You'll also be one of the few lawyers in the room.
3. You Can Become an Industry Expert: Your clients aren't the only ones interested in what's happening at the event. Instead of saving your updates for your clients, broadcast them (along with your expert analysis) to the world via your blog and Twitter -- especially Twitter. By doing so, you'll not only reach other attendees at the event, but capture the attention of others in the industry watching the conference from home. Depending on the technological sophistication of the attendees, you may be the ONLY source of real-time conference news to non-attendees.
In short, forget legal conferences (except for LexThink, of course) and go to client conferences instead. You'll get much more bang for your buck, impress existing clients, meet new ones and establish yourself as an industry expert.
Keep your sandwich to yourself.
Do the tough economic times have you bringing your lunch to work more often than before? If you're one of those folks who's had that lunch "accidentally" taken by someone else, here's an inspiring design solution to your problem: Anti-Theft Lunchbags:
Brilliant, don't you think?
And if you're a legal vendor -- because you knew there had to be some sort of legal angle to this, didn't you -- and you want to engage your customers in a conversation about privacy, data protection, or (yes) even spoilation, I can't imagine a better trade show giveaway.
Ten Tweets about Twitter
1. It's easy to learn how to use Twitter, but it's hard to learn why. Once you get the “why,” you'll move from skeptic to disciple overnight.
2. Twitter isn't like Facebook: Twitter starts conversations with people you’d like to know. Facebook starts them with people you used to know.
3. The greatest value of Twitter doesn’t come from knowing what the people you follow are doing. It comes from knowing what they are thinking.
4. Ever think, “If only I could get 5 minutes with Mr. _______, my biz would explode” moments? They’re on Twitter, you’ve got 140 characters. Go!
5. If you want to extend your Twitter relationships into the real world, be a real person on Twitter -- and don’t call yourself “@imgreat12375”
6. If you fear Twitter will interfere with your ability to get your work done, you’re not afraid of Twitter, you’re afraid of doing your work.
7. Twitter helps start conversations like kindling helps start fires. However, without further attention and real fuel both will soon burn out.
8. Twitter's like a networking meeting on steroids -- though the conversation’s better and there're a lot fewer insurance salesmen in the room
9. There are Twitter friends and real life friends. The successful Twitter user values both, but knows how to turn the former into the latter.
10. The number of followers you have is far less important than the number of followers you deserve. Always work to deserve more.
BONUS: Twitter How To: Follow, Care, Follow, Share, Connect, ReTweet, Repeat
If you'd like to catch up while at LegalTech, shoot me an email at Matt@LexThink.com. You can also follow me on Twitter here:twitter.com/matthomann
Who needs those Guinness Book folks?
Ever wanted to set a world record and not have to worry about those sticklers from the Guinness Book of World Records? Check out The Universal Record Database. An open, participatory site for posting your own world "record" and daring anyone out there to top it.
Some of the featured records include: Most People Complimented in One Minute, Most Panama Kicks in One Minute, and Fastest Time to Open a Can of Campbell's Alphabet Soup and Spell "Pantyhose".
The site is equal parts brilliance and sheer stupidity -- and it is utterly addictive.
Now for the "legal" bit: How about brainstorming a world record for your firm to set? You can post it for the world to see. Imagine how much fun you'd have, and think about the all the fun press you'd get. I'm already thinking about what we can attempt at LexThink Innovate. Any ideas?
UPDATE: As I write this, there are no "records" posted involving "law" "lawyer" or "legal".
LexThink Innovate: Who should come?
I appreciate that it is kind of difficult to get your mind around a "legal innovation conference," so I'm going to take the next few days to describe what I'm trying to accomplish with LexThink Innovate, and give some insight into the kinds of things we're going to be doing.
Since I've had several inquiries about what kind of lawyers would find the experience valuable, I've compiled a list of Ten Things (similar to my "Ten Rules" posts) that describe who I believe to be the typical LexThink Innovate attendee. If any of these resonate with you, keep March 29 and 30 open on your calendar:
1. You don’t think “innovative lawyer” is an oxymoron, but you do think lawyers who refuse to innovate are morons.2. You appreciate the difference between creative thinking and “creative” billing, and embrace the former while avoiding the latter.
3. You know that if you focus on being just like your competitors, the worst thing that will happen is you’ll succeed.
4. You understand that innovation is just like exercise: it isn’t particularly hard to do, but you know you won’t see results unless you do it everyday.
5. You’ve learned more about serving clients from paying attention at Starbuck’s than you’ve ever learned by paying attention in law school.
6. The only thing you want to measure in six minute increments is how long it takes to make two three-minute eggs.
7. You know that you can’t take care of your clients if you don’t take care of your business -- and you refuse to apologize for making a profit when you succeed at both.
8. You get more value from the conferences you attend by standing in the hallways and talking to attendees than you do by sitting in the ballrooms and listening to speakers.
9. You’re far more likely to have just finished reading a business book than a legal text, and recognize that lawyers can learn more from well-run businesses than businesses can learn from well-known lawyers.
And the most important one:
10. You’re tired of being the only lawyer you know who thinks like you do, and long to meet others who feel the same way.
The registration page is here.
LexThink Innovate: Name Your Own Price
One thing I'm trying to do with LexThink Innovate is to put in practice some of the ideas I advocate for lawyers. One of them is focusing on the value you deliver to clients vs. the time you take to do their work. In that vein, I'm making LexThink Innovate a "name your own price" event. From the LexThink Blog:
We understand that it takes quite a leap of faith to come to a “legal innovation event” if you’ve never been to a LexThink event before– especially one that promises to turn the business-as-usual legal conference world on its head.Instead of asking you to believe it when we tell you that LexThink Innovate will be the most unique and valuable legal conference you’ve ever attended, we’re willing to put our money where your mouth is: You’ll tell us how much you’ll pay when the event’s over instead of before it begins.
When you register, you’ll pay a $500 deposit to hold your space. At the end of the event, we’ll ask you how much value you received. If you don’t believe LexThink Innovate was the best legal conference you’ve ever attended, and you want some (or all) of your deposit back, you’ll get it, One Question Asked.*
However, if you believe LexThink Innovate was worth far more than your deposit (as we promise it will be), we’ll humbly ask you to pull out your checkbook and pay us some more — a little or a lot. Again, it is completely up to you.,
In short, we’re turning “you get what you pay for,” into “you’ll pay for what you got,” and trusting you to hold us to our promise that you’ll love LexThink Innovate. We know we’ll love seeing you there.
*The only question we’ll ask is how we could have made the event more valuable to you.
What do you think? Regardless of whether you're going to come to the event, is this an idea that appeals to you? Would you try it in your own practice?
Here's the registration page.
Tweet Me at LegalTech
I'm headed to NYC next week (Sunday-Tuesday) for LegalTech. I'll be speaking on a panel about Twitter on Monday, from 3-4. Here's the link to the session. If you'd like to catch up, shoot me an email at Matt@LexThink.com. You can also follow me on Twitter here: twitter.com/matthomann
Announcing LexThink: Innovate
More details to come all week (both here and on the LexThink site) but here's the announcement:
There has never been a more important time to think differently better about the practice of law. “Business as usual” isn’t anymore, and lawyers who fail to think deeply about the future of the practice of law will have an uncertain future in their own.Fortunately, there’s a place for creative, innovative lawyers to gather and not only discuss the future of law practice, but prepare for it: LexThink: Innovate.
On March 29 and 30, forward-looking lawyers (and lawyers to be) can gather on the campus of Washington University’s School of Law in St. Louis, Missouri for the most thought-provoking, creative, practical and (yes) fun two days of their legal careers. Guaranteed.*
At LexThink: Innovate, attendees won’t just consume information, they’ll create it -- in a totally unique and collaborative setting. Gone are conference “tracks” and boring panel presentations. Instead, every conversation, exercise, and presentation at the attendee-driven event will be focused on helping participants dramatically re-think their practice, engage their clients, energize their business, and learn to love lawyering again.
The “Agenda,” packed with out-of-the-box sessions, discussions and exercises, will center around helping attendees answer just three big questions about their law practice: What now? What next? and What if?
By working together in small groups to answer those questions, participating in thought-provoking exercises and sharing their own lessons learned, attendees will create their “perfect” law firm and leave with a focused plan to future-proof their practices.
Unlike past LexThink events, which were invitation-only, LexThink: Innovate is open to all lawyers who are passionate about using innovation to make their practices better. Tickets go on sale Monday, January 19th at LexThink.com/innovateSTL. Contact Matthew Homann at Matt@LexThink.com for more information.
* Bet you were expecting some legal mumbo-jumbo about the Guarantee. There isn’t any fine print. LexThink: Innovate is the world’s first “name your own price” legal event. After the event, attendees will decide what price they’ll pay for the conference they’ve just experienced -- and can even request a full refund of their ticket deposit -- no questions asked.
LexThink: Innovate 09
Just wanted to give everyone a head's up before the big announcement tomorrow morning: the next LexThink event happens in St. Louis at Washington University Law School on March 29-30.
Tomorrow, you'll see the full announcement here and on the LexThink site. Carry on.