Be willing to take away your clients’ headaches.
Learn what kinds of things are giving your client a headache. What are their challenges?
Bringing a solution that cures the headache ultimately means you can provide your client with a service that they need, and not throw everything in your toolbox at them. Cultivate a sense of “one team.”
The key is to really listen to your client. Active listening means you make the effort to gain insight into the capabilities that the client has, identify the areas where you can provide value, and proceed with offering services that can be most beneficial.