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It’s easy to fall into a pattern of treating each client matter as a discrete transaction. Draft the contract, handle the litigation, close the deal—then move on to the next task. But that sort of approach won’t help you expand existing client relationships—which typically offer greatest opportunities for growth. What will lead to growth? An ownership mindset that transforms you from a service provider into a trusted business advisor.
Understanding the Ownership Mindset
Having an ownership mindset means treating your client's business challenges as your own. It's about seeing beyond the immediate legal question to understand the broader business context and strategic implications. Instead of waiting for clients to bring you problems, you're actively identifying opportunities and proposing solutions.
Consider two approaches to handling a routine commercial contract review: Lawyer A focuses solely on legal risks, sends a markup, and moves on to the next matter. Lawyer B notices that the contract reveals a new business initiative, researches the industry trends driving this move, and schedules a call to discuss how the legal framework could better support the client's strategic goals.
Lawyer B demonstrates ownership—and that's the approach that builds lasting, growing relationships.
From Legal Advisor to Strategic Partner
Developing an ownership mindset requires investing time to deeply understand your client's business. This means:
Regularly reading industry news and analysis relevant to your client's sector
Understanding their competitive landscape and business model
Following their public announcements and financial reports
Tracking regulatory changes that could impact their operations
Building relationships across different departments within the client organization
This investment pays dividends when you can connect legal advice to business outcomes. Instead of simply identifying legal risks, you're proposing practical solutions that advance business objectives while managing those risks.
Creating Growth Opportunities
An ownership mindset changes how you approach client relationships. Rather than waiting for work to come to you, you're consistently identifying opportunities to add value. This might mean:
Spotting potential issues before they become problems
Bringing relevant insights from your work with other clients (while maintaining confidentiality)
Connecting clients with other advisors or resources they might need
The key is to make yourself invaluable by thinking beyond the immediate legal question to consider the client's broader business needs.
The Communication Difference
When you “own” a client relationship, it transforms how you communicate. Instead of simply responding to questions, you're proactively sharing insights and updates. Your communications become more strategic and business-focused.
For example:
Regular briefings on relevant legal developments and their business implications
Strategic suggestions for improving legal processes or structures
Practical recommendations that non-legal stakeholders can understand and implement
Making It Work in Practice
Developing an ownership mindset requires a shift in how you approach your practice. Start by identifying your most important client relationships and asking yourself:
Do I truly understand this client's business strategy and challenges?
Am I thinking proactively about their needs, or just reacting to requests?
How can I add more value beyond handling specific legal matters?
What opportunities am I missing to grow this relationship?
Taking ownership doesn't mean handling everything yourself. Often, it means knowing when to bring in colleagues with specialized expertise or connecting clients with other resources they need. The goal is to be the trusted advisor who helps solve problems, whether directly or through your network.
The best part? Instead of constantly hunting for new clients, you’re able to build deeper, more valuable relationships with existing ones—which is ultimately more efficient and rewarding for both you and your clients.
Jay Harrington is president of our agency, a published author, and nationally-recognized expert in thought-leadership marketing.
From strategic planning to writing, podcasting, video marketing, and design, Jay and his team help lawyers and law firms turn expertise into thought leadership, and thought leadership into new business. Get in touch to learn more about the consulting and coaching services we provide. You can reach Jay at jay@hcommunications.biz.