You know how you get good at stuff?
You give a shit.
You give a shit some more.
And you give so much of a shit, that soon, your clients give a shit about you, too.
You become an indispensable part of someone's business or life.
You think of the details some other jackal missed. You do things without being asked. You stay two steps ahead of your clients. You make them better for working with you. You make them smarter by working with you. And you do such good work, they'll feel like they've got the world's best kept secret on speed dial. (Jess makes me feel this way every single day.)
When you do this, two things happen:
1. You're never viewed as an expense, but an asset, i.e. something that provides positive economic value. The benefits of that are numerous.
2. You become one of the few people that actually has job security.
Too many people out there are trying to pull 4 hour work weeks, work the least amount of hours they can, outsource their fucking bowel movements and make everything as scalable as possible.
While I love a smart business strategy like the best of 'em, I can tell you this:
Giving a shit, by definition, requires heart.
And despite what they tell you, you can't outsource that.