Do you understand your customer? Maybe you can even take that one step further and say you’re one of your customer’s customers. I think it’s incredibly important to at least understand your customer and your customer’s target market in order to offer products and solutions that make sense for them.
Your knowledge of their business will be obvious once they start working with you. This is not only important at the beginning of a business relationship, it’s important throughout. If your customer comes out with a new product or wins an award, congratulate them, show them you are constantly learning about them and staying up to date with their company. It will demonstrate your level of commitment and will surely outshine your competition!