#253: Solving the Right Problems in Your Law Practice

Solving the Right Problems in Your Law Practice

Sometimes lawyers come to me and tell me their ideas for their law firm, their billing or how to deal with a client or boss, and I’ll immediately see they’re solving for the wrong problem.

Knowing the bigger – next-level — problem that needs solving for is the difference between feeling overwhelmed or calm in your practice. It’s the different between feeling in control and feeling like a victim. It’s the difference between enjoying the work you do and feeling like you’re drowning.

So I wanted to create an episode that addresses how to know when you’re solving for the wrong problem, how to see the RIGHT problem, and to think strategically about the choices you make once you see the RIGHT problem.

Kind of like you have me in the room with you and can help you think through the problems on your own.

Of course, this is no substitution for coaching as any of my clients will tell you. Listening passively to a podcast episode is like reading about going to Hawaii. The experience of Hawaii is far superior, and you’ll get much more from it.

I’m taking one-on-one clients right now, and you can learn more about working with me by booking a Strategy Session with me at dinacataldo.com/strategysession

Keep in mind, what I’m going to talk about in this episode applies to you whether you have your own law practice or work for someone else.

Here’s how I’ve divided the episode up:

First, I’ll tell you why we’re usually oblivious to the right problem, so we solve for the wrong one.

Second, you’ll learn the difference between a superficial problem — the one I see a lot of lawyers want to solve for — versus the next-level problem, which they can’t see.

Finally, I’m going to give you examples of the superficial problem versus the next-level problem and show you the difference in the results you will get when you solve for the right problem.

Creating an episode like this one is no easy task because of the reasons we can’t see the right problems in the first place. But here’s what it comes down to in one sentence: Focus on the end result when you make a decision.

You would think this would be self-explanatory, but we have a brain that likes to over-think. Over-thinking clouds our judgment. And our brain’s tendency to seek the easy dopamine hit can lead us to solve for the wrong problem.

Another reason we tend to solve for the wrong problem is because we’re too close to the problem. We can’t see what we can’t see. That’s what coaching is for. We need another perspective to help us see what’s really going on and solve for the right problem.

Another reason we tend to solve for the WRONG problem is because we feel overwhelmed. When we feel overwhelmed it cuts off our higher problem-solving abilities. My clients learn tools to calm their nervous system, so when they feel overwhelmed they can take back charge of their brain and problem-solve for the right problem.

One more reason we tend to solve the wrong problems is because no one ever taught us how to think strategically and take 100% responsibility for our results. I remember when I first started my business, I thought the answer to every problem was to work harder and that clearly if there was a problem it was because there was something wrong with me. That served me in school where there was I was told what the answer “should” be. But it did not serve me in my business.

It took me some time to unravel this way of thinking. When I did, it made my life easier, and I started problem-solving more effectively. When I problem-solved more effectively, my business started growing faster. It doesn’t mean I don’t need to remind myself of the principles I’m teaching you in this episode.

I have a human brain just like you do. It likes to get dopamine hits from over-working and find short-cuts that aren’t solving for the real problem but feel comforting. Just this morning I was reminding my brain of what I wrote out in an entire podcast, so if you struggle with this know you’re a human. Yay!

There’s two problems that usually present themselves when we want better results.

The first problem is the superficial one. You’ll know you’re trying to solve for a superficial problem because one or more of these is true:

• The solution is not uncomfortable at all
• You blame a person, market conditions, or something else outside of you for not having the result you want. There’s a victim mentality happening like you’re a victim of circumstances. You’ve basically given up on the solution you think you need.
• You start creating a ton of work for yourself that feels “productive” – it might also feel “urgent” like you have to take action on it right away.

These are all tip-offs that you will want to think through the problem because you’re very likely solving for the wrong problem.

The second problem is the next-level problem that calls for a next-level solution. You’ll know you’re solving for a next-level problem because:

• the solution to it feels uncomfortable. You don’t want to do it. This is a big part about why our brain avoids this kind of thinking. It’s designed to avoid discomfort. When we know how to manage our emotions around the uncomfortable solutions, we get better at taking uncomfortable actions. Then they feel less and less uncomfortable.
• You know you’re solving a next-level problem because you’re taking 100% responsibility for your own actions or inaction.
• The solution involves thinking about what will make your job easier AND create better results for BOTH you and your clients. You’re not putting your clients’ needs ahead of your own. You’re creating a match between what you want and what your clients want.

You can go to the website — dinacataldo.com/253 — and read the transcript there if you want to have this outline while you’re thinking on your strategy for approaching your law practice.

Here are some examples of superficial problems and solutions versus next-level problems and solutions.

These are real-life examples that you may be going through right now, and you’ll get a look at what the results will be if you choose to solve for the superficial problem versus the next-level problem.

The first superficial problem and solution is this:

Your clients aren’t paying. You think the solution is to send more letters to your clients and make systems for your assistant to send more letters. You think the solution is to take on appointed cases, so you have a steady income.

Okay, lets’ look at why this is a totally reasonable approach. If you send more letters, it makes sense that you might think doing that will put you on their radar. Maybe you do get some payments. And if you take on appointed cases, you will have more income coming in where you don’t have to chase payments.

What it doesn’t look at is: why aren’t they paying in the first place?

That’s the next-level problem.

The questions I would ask my client are:

• are you requiring payment in full up front? If not, why not? The answer might be, “They can’t afford it,” or “I always say yes when they ask for payment plans.”

But remember the requirements of creating a next-level solution:

• the solution feels uncomfortable
• you’re taking 100% responsibility for your own actions or inaction — it doesn’t have to do with the client
• The solution involves thinking about what will make your job easier AND create better results for BOTH you and your clients. You’re not putting your clients’ needs ahead of your own. You’re creating a match between what you want and what your clients want.

Taking on appointments sounded like a great idea, but my client didn’t need appointments if she solved for the problem of taking payment in full.

In this particular example, my client realized she needed to require payment in full because more letters was not going to incentivize people to pay her when their case was completed and create more work for her assistant. It required her being uncomfortable when she told her clients no to payment plans.

Feeling discomfort and not reacting to it is a learnable skill. Yes, it’s uncomfortable, but it will also make your more money and make your life easier.

The second example of a superficial problem and solution is this:

Solo attorney feels overwhelmed and thinks they’re too busy to bill their clients, so to solve for this problem they want to hire an office manager to take over all admin and billing.

This sounds like it would be totally reasonable. If you hire someone, don’t they just take all the problems away? It seems like they would, right?

What it doesn’t look at is: why is this attorney overwhelmed in the first place?

There could be a number of reasons:

• not prioritizing properly
• Taking on too many cases
• If she’s too busy, that’s a good sign she’s undercharging
• She’s not spacing out her cases

If we don’t get to the next-level problem, then we can’t solve for what the real problem is.

When I work with overwhelmed clients, we look at everything that’s going on with their calendar, what they charge, what their billing practices are, and we start solving the real problems.

Because if those problems aren’t solved first, that attorney will waste a ton of time and money on hiring AND all the problems they have with disorganization will still be there. And their assistant will want to leave because the attorney is too busy to answer questions. The attorney is abdicating responsibility for their law practice by opting for this solution. It feels like the easier of the solutions, which is a tip-off that they’re solving for the wrong problem.

The third example of a superficial problem and solution is this:

Attorney believes their boss either doesn’t like them or doesn’t appreciate their work. Boss doesn’t email them right away and sometimes ignores requests. Attorney is concerned that they may be fired.

They think the solution is to find more ways for their boss to get to know them by setting up meetings or sending updates that the boss hasn’t asked for. They’re sure if the boss gets to know them that they’ll like them.

What it doesn’t look at is: Why is it important for this attorney to be liked? How can the attorney create more value in their position without creating more work for their boss?

The superficial solution creates more work for her and her client, which is her boss. Clients don’t want more work if they can avoid it.

The next-level solution is going to feel more uncomfortable.

It will mean taking an honest look at the work they’re performing and validating themselves for a job well-done instead of looking for outside approval.

It may mean looking at the job they’re doing and doing a self-evaluation to see where they may make improvements that would also add value to the firm.

It may also mean doing other things — that don’t create more work for the boss and don’t come from desperation — like attending events where there may be conversations with the boss.

This all may be uncomfortable, but that is one of the hallmarks of creating a next-level solution.

Quick recap of the differences between solving for a superficial problem and a next-level problem to help you know the difference the next time you’re faced with a problem:

You’ll know you’re trying to solve for a superficial problem because one or more of these is true:

• The solution is not uncomfortable
• You blame something outside of you for not having the result you want — a client, a boss, or some other circumstance
• You start creating a ton of work for yourself that feels “productive” or “urgent”

You’ll know you’re trying to solve for a next-level problem because:

• the solution feels uncomfortable.You don’t want to do it.
• you’re taking 100% responsibility for your own actions or inaction. This includes taking responsibility for your emotions and validating yourself and your work.
• The solution involves thinking about what will make your job easier and create better results for BOTH you and your clients. You’re not putting your clients’ needs ahead of your own. You’re creating a match between what you want and what your clients want.

Taking the time to think through whether the problem you’re solving for has a very real impact on your life. It will save you time, money, and suffering.

I can help you think through what needs to happen to make the biggest impact in your law practice AND give you the mental and emotional tools you need to handle any discomfort that comes along the way.

Book a Strategy Session with me, and we’ll take a look at exactly what that will look like for you.

You can book a time with me at dinacataldo.com/stategysession

Have a wonderful week. Talk to you soon. Bye.