Client has a problem. He is getting sued by somebody over something. He needs a lawyer to respond. He has time: there is no looming deadline.

He meets with you. You quote him a fee of $25,000. He writes a check.

You thank him and get back to work; you’ve got some other matters with big deadlines approaching fast.

Days go by, and you’re on overload. You haven’t called the new client yet or done much of anything on his matter because there’s no pressure to get things moving. You fight fires, and this new client isn’t even smoldering yet.

What’s going to happen soon?

Mr. $25,000 is going to freak out. He paid you $25,000 and “you’ve done nothing at all.” I can hear him screaming at you from here. It’s ugly.

Now, of course, you’ll get busy because he is the new fire to put out. Seriously? Now you’re going to pay attention? This, my friend, is no way to run a railroad.

Get Out of the Line of Fire

Clients who write big checks expect action regardless of whether action is warranted. You need to do something—anything—so that it feels like things are happening. At a minimum, put the client to work gathering documents, writing notes, or talking to your associate. Don’t expect a client with a problem big enough to pay you to wait happily for your attention.

How quickly should you start the ball rolling? Quickly. Quickly as in like right. freaking. now. Make something happen so the client doesn’t start experiencing buyer’s remorse and feeling like hiring you was a big mistake. Put things in motion and help your client feel reassured that hiring you was the right decision.