Discovering Client Needs

Knowing what your clients' biggest challenges or worries are isn't rocket science - or it doesn't have to be. You can read trade publications, set Google alerts for industries or specific clients or attend industry events.

However, the easiest and most efficient way - and to assure your clients that you are constantly thinking of them and their needs - Ask them directly. Pick up the phone. Take someone to lunch. Visit your client's office. Ask them the challenges they are facing and the challenges they are anticipating, and open the lines of communication for how you can partner with them to tackle any issues.

A direct call, research, constant listening. They all work. Just find out what your clients are concerned about - and think about ways you can help alleviate those concerns. They'll thank you for it.