Managing clients as lawyer or consultant is not an innate skill but one that can be learned. Many professionals, especially early in their careers, worry that successful client management is reserved for “natural-born” salespeople. However, with the right mindset and willingness to learn, anyone can develop these skills. The key is to find a mentor who excels in client relationships and learn from their strategies and techniques.

Find a Mentor and Learn from the Best

The first step to mastering client coverage is to identify someone in your firm who is exceptional at bringing in business and managing client relationships. Approach them with humility and a willingness to learn. Offer to assist them in any way—whether it’s carrying their bags, making copies, or sitting in on meetings. Observe their techniques, even if some actions seem counterintuitive at first. Over time, you’ll understand the reasoning behind their strategies and can adapt them to your own style.

Become a Strategic Advisor to Your Clients

One of the most common mistakes professionals make is limiting their role to the specific task they were hired for. For example, if you’re a merger banker helping a company acquire another, don’t just focus on the merger. Use the opportunity to advise the client on other strategic matters, such as currency hedging, debt financing, or tax optimization. By broadening your role, you become a trusted, go-to advisor, which strengthens the client relationship and reduces the risk of losing them to competitors.

Listen and Ask Open-Ended Questions

Empathy is the cornerstone of effective client coverage. To build empathy, ask open-ended questions that encourage clients to share more about their needs, challenges, and goals. Avoid yes/no questions and instead focus on inquiries that prompt detailed responses. The more clients talk, the more you learn about their priorities, and the better you can tailor your advice. Additionally, clients feel valued when they are heard, which strengthens the relationship.

Be Creative: Avoid Being “Doctor No”

Many professionals fall into the trap of being overly cautious, earning the nickname “Doctor No” from their clients. While it’s important to provide honest advice and protect clients from risky decisions, don’t stop at saying no. Offer creative alternatives that help clients achieve their goals in a different way. This proactive approach demonstrates your commitment to finding solutions, not just identifying problems.

Put the Client First

Putting the client first means prioritizing their interests, even when it conflicts with your own. For example, if advising against a deal would save the client money but reduce your fees, advocating for their best interest builds long-term trust and credibility. Additionally, be available and responsive to client needs, even if it means sacrificing personal time. While work-life balance is important, early in your career, demonstrating dedication to clients is crucial for building strong relationships.

Maintain an Upbeat Attitude

Clients want to work with positive, enthusiastic professionals. Even if you’re having a tough day or facing personal challenges, maintain an upbeat demeanor during client interactions. Positivity is contagious and helps create a productive and enjoyable working relationship. Avoid sharing personal struggles with clients; instead, focus on being a source of energy and optimism.

Take Business-Oriented Classes

If you’re in law school or a similar field, take classes that focus on business and finance. Understanding the language and concepts of business—such as capital asset pricing models, discounted cash flow analysis, and comparable merger analysis—will make you more confident and effective when working with clients. These classes demystify business jargon and help you speak the same language as your clients, making you a more valuable advisor.

Conclusion: Mastering Client Coverage

Client coverage is a skill that can be developed through observation, mentorship, and a commitment to putting the client first. By becoming a strategic advisor, asking thoughtful questions, offering creative solutions, and maintaining a positive attitude, you can build strong, lasting client relationships. Additionally, investing in business education will enhance your ability to understand and address client needs effectively. With these strategies, you can excel in client coverage and become a trusted advisor in your field.