Confirming how people feel by repeating what they've said back to them is the greatest consulting superpower ever. "So you are worried if this data model is to

Confirming how people feel by repeating what they've said back to them is the greatest consulting superpower ever. "So you are worried if this data model is too complex, performance will suffer? And you're doubtful if our product can help without slowing down your existing delivery SLAs." By understanding them they trust you to respect their wishes and represent them when they're not in the room. Whenever they think about the things that worry or stress them the most, they'll think of you (this is a good thing when you are essentially paid on being thought of.) And if you can address not just the actual issues but how they feel about them, the word of mouth happens all by itself. Sometimes they even invite you to their kids' birthdays! Professional empathy is amazingly effective.