The Interim Need

As we go through life pursuing our various agendas, we occasionally lose sight of the fact that we are not at the center of the universe. Yes folks, there are other people out there whose priorities are just as important to them as yours are to you. And the irony is that focusing on their needs almost always brings you closer to fulfilling yours.

Your clients have businesses, families, hobbies, unrealized dreams, and bucket lists. They grope through life, trying to make the best of suboptimal circumstances, sweating the small stuff, wishing they had the right resources to solve their problems (sound familiar?). Sure, you want your clients to engage you for the next matter, but in the meantime, seek to learn about the issues that do not directly pertain to your services. You won't have to look far. We human beings love to talk about our problems, especially when in the company of someone who shows a genuine interest. So make it your mission to glean as many of your clients' needs as possible. Through your network, you have access to outsourced services, potential employees, even weekend babysitters. You can be an invaluable resource, regardless of your clients' current appetite for your services, simply by learning the pain points that require attention today. Addressing the interim need will keep you top-of-mind so that you are the first call they make when the time comes to re-engage.