Are You Solving Problems Too Early?

Here's a truth that might make you uncomfortable: Your hard-earned expertise could be sabotaging your consulting practice.

In fact, I'll take it a step further – the better you are at solving problems, the more likely you're undervaluing your services. And it's costing you more than you think.

The Expertise Trap

You're on a discovery call, and within minutes, you've already diagnosed the client's core issues. Your mind races with solutions. Maybe you even feel a hint of pride at how quickly you can spot what others miss.

Then, wanting to demonstrate value (and perhaps justify your fees), you share these insights.

The client is impressed. They take notes eagerly. They thank you profusely.

And then they never hire you.

This pattern is so prevalent in consulting that I've started calling it the "expertise trap" – where your ability to quickly solve problems actually prevents you from landing transformative engagements.

The Real Problem

When you solve problems too early, you:

1. Address symptoms instead of root causes

2. Miss critical context that could lead to larger engagements

3. Position yourself as a tactical executor rather than a strategic advisor

The Truth About Problem-Solving Timing

Early Solutions Diminish Perceived Value

The Expertise Paradox

The Action Framework

Discovery Phase

Diagnosis Phase

Solution Phase

The best consultants know: the value isn't in solving problems quickly – it's in solving the right problems at the right time.