My clients are always asking me for ways to add value to their client relationships. The best (not only) way to do that is to be able to offer ‘big Picture’ advice. How can you do that? By understanding the big picture of your clients business, goals, the legacy they want to leave behind. So instead of just reacting to a request, next time sit down with your client and find out more about their business and their goals and why they want you to perform a certain task. That way you will be able to see where they are going and potentially save them a few wrong turns. This is really about ‘discovery’, the third step in the On Trac four step business development system.