Michael Cage shares three mistakes he sees many small consulting practices (like law firms) making.  Number two on his list:

Your clients have problems they do not know you can solve. Clients have many problems you can solve. But with many of those problems, they have no idea that your business can help solve them. It is up to you to identify the problems, let the client know you understand them, and tell them what to do about it. (There is a never-fail system I use to do this, it’ll be the topic of another post. Keep an eye out...)

How do you identify all of your clients’ problems?