Problem Solver

Most of the time people are in the habit of only taking care of perceived needs. A client knows they need something done, they ask you for your services, and you take care of it. This is baseline customer service and management 101. Easy.

The problem with this is that everyone can do it. Its no less than your client expects, but it also doesn't blow their socks off. The real value you can offer your customers is when you are able to unearth an unrealized need. Here's an example of how you unearth that need...

Let's say a customer sends you an RFP - how much more valuable is it if you first give them a call and really try to determine what their goals are. Anyone can put together a quote. It takes someone truly dedicated to discover the bigger picture before figuring out services/deliverables that will accomplish those goals.

Think about what you're looking for when you elicit outside services. You need someone who will help solve your problems. So do your customers. Approach your clients with that mindset. When someone starts telling you what they need from you, listen first, but then tell them you want to back-track just a bit. Ask them, "what are you trying to accomplish by doing this?" (aka - "what is your goal"). Get them to talk big picture, then help them discover if what they've proposed is truly the best solution.

Protect your clients from themselves. They may not know better, but you do.

Be the problem solver.