In a recent coaching call, a partner expressed concern about how he can be a bottleneck to get work out to clients. When he scans the number of files and projects collecting on his desk, he reported feeling overwhelmed and disheartened at all the early mornings and late nights he would have to spend to get it all done.

As he continued, it became clear to me that much of the volume of work before him was his doing, not the work itself. So I told him so. There was a moment of silence; then in a tactful tone, he requested that I say more about that. How could I blame him for all the work on his desk?!

I explained the principle that when someone completes their work, your expectation should be that the deliverable be “client-ready.” This means it meets the standard of client approval. If the work is client-ready, the time you have to spend on it is greatly reduced. Conversely, the more thinking, correcting and fixing you have to put into something to make it client-ready detracts your time and attention away from more important things. Your role is to add value to what has been produced; not to complete what someone else should have done.

When you see yourself solely as the client-ready wizard, you diminish your role and contributions to your clients. They want more from you than work that is accurate and on time. They need more. They expect more. They demand more. And if you don’t produce, they will find someone who will.

While “client-ready” may vary depending on the competence and experience of another, just be clear what you want. It all goes back to the standard you expect, communicate and hold accountable. Most professionals will step up their level of excellence…if you expect them to.