Clients are like everyone else. They want their lives made easier. They pay you a fee, and as a part of that fee, they expect you to bring them solutions. Solutions require you to take a stand and become intimately familiar with your client’s business, and they require confidence and courage.
This is the stuff that separates the boys from the men, and the girls from the women. Clients love to have suppliers make intelligent recommendations. Making intelligent recommendations will elevate you in the eyes of the client. It will allow you to command a premium for your service if you get yourself in a position in which you are so knowledgeable that you can add value at a much higher level than your competitors.
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