#249: Be the Lawyer Clients Call Before Problems Start (aka the Trusted Advisor)

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#249: Be the Lawyer Clients Call Before Problems Start (aka the Trusted Advisor)

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Want clients to call you sooner (before issues/problems get out of hand)? Wish they would discuss operational decisions that aren’t purely operational (but have a legal impact)? Want to be involved in clients’ long-term planning? This is what being a trusted advisor to your client is all about. And the benefits are many (and no, it’s not about doing “more work” for them, although that often does happen). Becoming a trusted advisor to your clients is about being their partner. Not just their legal partner, but a someone who is necessary to their business because: - You understand the client's goals before recommending legal action. - You’re better equipped to identify risks while the client still has time to respond. - You’re able to connect legal issues to business priorities, cost, timing, and reputation. Bottom line: Your clients will make better business decisions (with better timing). Risk is reduced. Money is saved. Listen to today’s episode to find out my blueprint for becoming a trusted advisor to your clients. RECOMMENDED EPISODES: Episode 239: How Lawyers Get Clients https://www.lifeandlawpodcast.com/podcast/how-lawyers-get-clients/ Episode 243: Legal Billing (The Cost of Not Billing Regularly) https://www.lifeandlawpodcast.com/podcast/legal-billing-cost/ Episode 205: Why You Aren’t A Rainmaker (Yet) https://www.lifeandlawpodcast.com/podcast/why-you-arent-a-rainmaker/ ***ELEVATE BUSINESS DEVELOPMENT MASTERMIND*** https://www.coursecorrectioncoaching.com/business-development-mastermind/ Follow me on LinkedIn: https://www.linkedin.com/in/heathermoulder/ SUBSCRIBE AND REVIEW Enjoyed this episode? Please follow and leave a review on Apple Podcasts. Your support helps us reach more lawyers who need these insights. Chapters

(00:00:00) - Intro: The reactive client relationship problem
(00:01:01) - Podcast welcome
(00:01:35) - Becoming a trusted advisor, not just billable hours
(00:04:04) - Mastermind background and applications
(00:06:42) - Why clients should call earlier: costs of late involvement
(00:10:34) - Framework intro: four parts to becoming a trusted advisor
(00:11:08) - Part 1: Build relationships beyond active matters
(00:15:41) - Offering limited help without over-billing
(00:18:37) - Part 2: Reach out on industry changes affecting clients
(00:21:33) - Making reach-outs personal and client-specific
(00:23:26) - Part 3: Identifying risk and path to formal advice
(00:26:37) - Part 4: Establishing a regular meeting cadence
(00:27:58) - Closing thoughts and call to action
(00:30:03) - Outro

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