Serving clients is the whole reason why you are in the business. There is a certain delight you get when they appreciate you and your work. But the real fulfillment comes when your clients hold you in such high regard that you are considered invaluable to them. That’s what makes all the hard work and long hours worth it.

That’s why you should figure out how to be invaluable to your clients. Here’s a way to do it.

Divide your clients into 3 categories, based on their perception of you and your work.

1. You are integral to their business. They look to you for advice and consultation, and demonstrate a “couldn’t do it without you” attitude.
2. You aren’t sure. They may or may not value you as integral. Sometimes they give you that impression; other times not so much.
3. You are not integral to their business. You have a fee-for service arrangement. It’s transactional in nature, not strategic. Your work may be necessary but, in their perception, could be done by someone else.

The reason this is important is because the more integrally you are perceived, the more likely it is that they will rely on you for future work. They enjoy working with you and prefer you to anyone else. Also, the more integrally you are perceived, the less likely you will have competition. You don’t have to constantly look over your shoulder, wondering if your clients are meeting with your competitors.

Unfortunately, there is no easy process or methodology to get your clients to consider you as integral. It’s not that simple because each client is different. They value different things, have different expectations and have different tolerances. Regardless, you have to find ways of moving your clients to the “Integral” category and then keep them there.This week, categorize your clients. How healthy is your client list? How could you move up those from “Not Sure” to “Integral?” Who can help you? Just find a way to be invaluable.