I agree with it completely. But I've been doing this long enough that I'm not embarrassed about telling clients what I think and what I'd do if I were in their shoes, and my clients aren't the sort to just passively do what I tell them.

(It also helps that I've been a solo public-company general counsel — meaning that for a number of years I worked very closely with sales people and became acutely aware of the importance of getting deals done, as opposed to just identifying and flanging up risks.)