The slides from my recent presentation in Duluth, MN to the Minnesota CLE Solo and Small Firm Conference.

1. The Service
Centered Firm
by Matthew Homann
LexThink LLC

2. If you had to change
everything about your
practice, where would
you start?

3. Slay your sacred
cows.

4. Be more curious.

5. The practice of law depends
upon precedents. The
business of law does not.

6. Don’t be chicken.

7. Just because everyone else is
doing it doesn’t make it right.

8. Just because everyone else isn’t
doing it doesn’t make it wrong.

9. Your peers dismiss
your best ideas
because they’re afraid
you’ll change better
than they will.

10. Speaking of change...

11. The things that
change fastest
aren’t always the
ones we expect.

12. How many of
your clients still
wear a fedora?

13. Your clients have
less attention to
pay than ever
before.

14. Proximity to information is now irrelevant.

15. LEGAL ADVICE

16. Your clients
compare the
service they
receive from you
to everybody.

17. We trust ten strangers more than one friend.

18. Target your
best clients with
everything you do.

19. The best client I’ve ever ser ved is:

20. Do you even
know who your
best clients are?

21. Your best clients
aren’t always the
ones who pay you
the most.

22. Their work lights your fire.

23. What clients like
you best?

25. Give your worst
clients the boot.

27. Don’t bet that
bad clients will
get better.

28. “If I’d asked people
what they wanted,
they would have
said faster horses.”
-- Henry Ford

29. What keeps
your best clients
up at night?

30. One thing your clients want to
buy from you is more sleep.

31. Measure time the
way your clients do.

32. ... with a calendar.

33. Answer 80% of your
clients’ questions
before they meet you.

34. The technology your clients
wish you’d get better at
using is the telephone.

35. Your clients need great
communication more than
they need great technology.

36. Give your clients
bite-sized chunks.

37. Communicate no more
than three things at once.

38. Survey better.

39. Give yourself a
grade.

40. Listen better to
your best clients.

41. Grow your
favorite clients
into your best
ones.

42. Then depend
upon your best
clients to grow
your business.

43. Ask your best
clients, “How can
I find more
clients like you?”

44. Know when your
best clients need
you the most.

45. Be certain they
think of you when
you want them to.

46. Speak to their
influencers.

47. Never
underestimate
the value of a
nice surprise.

48. Listen to your
gut. It is usually
right.

49. n t.
cl ie
h is
t
e
tak
n ’t
o
D

50. One size doesn’t
have to fit all.

51. Client Worthiness Index

52. Firm Report Card

53. Model Client Survey

54. People don’t tell lawyer jokes because
they think they’re funny. They tell them
because they think they’re true. Spend
your career proving them wrong.
© Matthew Homann 2010 All Rights Reserved

55. read me
www.nonbillablehour.com

56. follow me
@matthomann

57. hire me
www.lexthink.com

58. contact me
matt@lexthink.com