I harp on this subject constantly so I thought it rated a blog post. The most important thing we deliver to our customers and clients is education.
We should be delivering the specific tasks we are asked for, whether analysis of building flaws, recommendations for new equipment or building shell improvements. That is what we were hired to do. But unless we leave them with a broader understanding of the hows and whys have we accomplished anything?
There are and always will be clients who want only specific answers to specific questions. I guess they are good for business because they will pay you over and over to answer the same questions on different projects. I have a hard time enjoying that kind of work, there is very little challenge.
Answering the same question for different clients can be interesting because it is an opportunity to teach the answer, not just supply it. The client may not need you to answer that same question anymore but when other questions need answering your name should come up.
That is an opportunity for you to learn something else to educate on. And to then create a more interesting client who will ask more interesting questions which will require you to learn something... It's almost like perpetual motion. Hmm, I wonder if I can attach a drive shaft to that.
Ultimately a client who you have educated is a client who will respect you. It is also a client who will advertise for you, which is not a bad thing either.
