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Do you have knowledge application, practices, and capacities that can help your client or customer "beyond the call of duty"? Do you leverage organizational intellectual capital?
The more successful the client or customer is, the more successful you will be.
For example: What share of your customers or clients want, in their workplaces, your:
Start by asking the client, "How can we help you be more efficient and cost effective?" Some customers will balk. Others will need to work out their confidentiality issues. Still others, however, will have the curiosity to learn more.
Follow through by driving the "beyond the call of duty" customer service into the bones of every employee by having everyone who interacts with the customer or client answer, up the line, exactly what they have done for customers lately.
Capture and disseminate examples and case studies in the organization or the knowledge management infrastructure. Share success stories with current and potential customers and clients.
Conduct after action reviews, completion meetings and measures of success.