The Systematic Thinking Question Every Professional Should Ask

Why applying your problem-solving expertise to client attraction changes everything

I want to share a question that's been fascinating me as I work with talented professionals across different industries.

You can solve complex problems for clients brilliantly. When a client brings you a challenge, you approach it systematically. You assess the situation, identify patterns, develop structured solutions, and implement them consistently.

Your expertise is genuine. Your problem-solving abilities are proven. Your clients value the results you deliver.

Yet when I ask about business development, many of you tell me the same thing: "I never know where my next client will come from."

Here's what I'm curious about. What would it look like if you approached finding clients with the same systematic thinking you apply to solving client problems?

Let's explore this together.

Think about your most successful client work. When you're solving a complex problem, what's your process? You probably start by understanding the situation thoroughly. You gather information, identify what's working and what isn't, spot patterns that others might miss.

Then you develop an approach. Not a random guess or hope-based strategy, but a systematic method based on your expertise and experience. You implement it step by step, monitor progress, and adjust based on what you learn.

This systematic approach is why clients seek you out. They trust your methodology because it produces reliable results.

Now consider how you currently approach finding new clients. Do you follow the same systematic process? Do you have a clear methodology for understanding your market, identifying ideal prospects, developing relationships, and converting opportunities?

Or do you approach business development more reactively—hoping for referrals, networking sporadically when you need clients, trying random marketing tactics when business gets slow?

What creates this difference?

It's not that you lack the capability for systematic thinking. You clearly possess it—that's why your professional work succeeds.

I suspect you simply haven't applied that same systematic approach to client attraction yet.

Think about it this way. You wouldn't solve a client problem by hoping it resolves itself or trying random solutions without a framework. You'd develop a systematic approach based on proven principles and your professional expertise.

What if you approached business development the same way?

The systematic business development question

Instead of asking "How do I find more clients?" what if you asked "How do I apply systematic thinking to client attraction?"

This shifts you from hoping and guessing to developing approaches based on proven business development principles adapted to your professional expertise.

Just as you've developed systematic approaches for your professional work over time, you could develop systematic approaches for business development.

Where this leads

When professionals start thinking systematically about business development, interesting things happen. They stop relying entirely on unpredictable referrals. They develop proactive approaches that work alongside their professional practice. They create relationships intentionally rather than accidentally.

Most importantly, business development starts feeling more like professional work—structured, purposeful, and effective—rather than something they have to force themselves to do.

Your reflection

What systematic approaches do you use in your professional work that you're most proud of? How did you develop those approaches over time?

What would it mean to develop systematic approaches for client attraction with the same thoughtfulness and expertise?

How might that change how business development feels for you?

What insights are emerging as you consider applying your proven systematic thinking to this area of your practice?