Here’s a controversial thought for you to consider:
Being a problem solver limits your ability to win more clients.
Yes, letting prospects know that you can fix their problems is important, but if you focus only on this, you might be missing out on a bigger opportunity.
If you position yourself solely as a problem solver, clients will see you as someone who just fixes issues, not as a trusted advisor. You risk being the lawyer they call only when things go wrong, rather than the one they consult for strategic decisions.
Think about it—would you rather be the expert they turn to before making big decisions or the one cleaning up the mess afterward?
Why Being a Problem Solver Limits Client Growth
This approach creates two key limitations:
When a client comes to you with a problem, your instinct may be to focus on solving that issue alone. However, this limits the conversation and prevents you from uncovering bigger strategic goals they might need help with.
If your conversations revolve around finding problems, clients might not always be receptive. Why?
They may already be aware of the problem but have learned to live with it.
They might not fully understand the issue or its long-term impact.
Other priorities could be taking precedence over solving this specific problem.
The key to winning more clients and retaining them is to transition from being a problem solver to a trusted strategic advisor.
“All trusted advisors are problem solvers. But not all problem solvers are trusted advisors.”
If you’ve heard me talk about the 4 Levels of Value Creation, you’ll know that trusted advisors don’t just solve problems—they provide proactive, strategic guidance. These are the lawyers that clients consult before making important business decisions.
To elevate your status from a problem solver to a trusted advisor, you need to:
✅ Ask the right questions – Don’t just diagnose problems; explore their bigger goals.
✅ Help them navigate change – Address concerns like uncertainty, lack of consensus, and emotional resistance.
✅ Demonstrate value beyond fixing issues – Show how you can help them achieve better business outcomes.
That’s it for now. Here’s to making it rain!
All the best,
Scott
Want to build long-term client relationships? Discover how Legal Balance can help you develop a client-first strategy.
If you’re serious about stepping ahead of the curve, The BD Breakthrough Blueprint® is designed to help lawyers like you master modern business development. Get your copy today and start building the future of your legal career.
Copyright 2025 Legal Balance Limited.
Privacy Policy.