Are you a resource or are you a transaction?

Are you a resource or are you a transaction?

Do clients call you when something goes wrong or only when they need something specific to what you do?

How many times has a client asked your advice about a particular set of circumstances that have nothing to do with the area of law you practice?

How many times has a client asked you to make a referral to another attorney?

How many times has a client asked you to make a referral to another area (insurance, financial) altogether?

How many times have you heard from your clients (not vice versa) after your case/deal/transaction ended? 

Being a resource assures you that the phone will ring when a client needs advice on many things. Being a transaction assures you the phone will ring only when clients need that one thing you do.