Sometimes we go over the top with our efforts during the courtship and then quickly fall into assumption that all is well during the marriage.
I think its about time we had a chat about Client/Jedi Performance Reviews where you get together regularly with your clients and review the following:
1) Needs Analysis: That’s not a typo. So many times we’re guilty of having done only one needs analysis back when we were courting the client. The problem is that your data is now old. This becomes a deeper issue if your competitor has been given an audience and now they have the most relevant data. Not bueno! I would also encourage you to continue to piece together pieces of the puzzle. Maybe you still need the actual name of their boss, a direct line, the name of a division head, info on other locations etc.
2) ROI Presentation: This is where you get to address the old “What have you done for me lately” thought. My suggestion would be to go back to their original concerns when you started the relationship (if they are a new account) or the concerns they expressed in the last review meeting. Note: When I say “concerns”, a concern isn’t necessarily with you. It could be a challenge they were having, some internal headaches, etc. I like to use a Concerns and Solutions sheet to sort of help me articulate “These were your concerns and here’s how we were able to address them” It lets the client know that we are continuing to hear them! Obviously, you would include actual percentages and illustration of results. Note: how cool would it be if you show them a report illustrating how your deliveries were ahead of schedule 90% of the time? If you performed an 11th hour miracle, include it in the report unless it was a save your hiney move that might make your client look bad. Back in the days of Castain Consulting, we used to package this type of data in a report we called The Competitive Edge Report. Here’s the point. Clients need to be reminded.
3) Ideas & Resources: While part of this segment is to update them on cool services and products you offer, it can quickly become a bad infomercial if you don’t handle it delicately. I want to emphasize something else. Add value! Part of adding value is providing them with resources that can help their business. Some of those resources should not require a check book. Perhaps you could give them a referral (imagine that) play matchmaker with your client and someone in your network, the name of a website, an article or white paper, you get the idea. Oh, and that reminds me. When was the last time you provided your client with an unconditional idea? Everybody needs a good idea dude!
4) Mutual Feedback: Not only should you ask for their feedback, I would invite you to offer them feedback too. Seriously! If this is going to be a relationship, then there needs to be communication. If they suck at returning your calls and that causes delays which in turn make you look bad . . . tell them! Carefully! 
5) Referral. If we just went to all the trouble to get our client high fiving us with excitement, why wouldn’t we ask for an opportunity to share the love? Additionally, it’s not a bad time to ask them to shoot you a quick email with the kind words they just expressed to you so you can then go out and get (ready for this) other cool clients just like them!
6) What Else: I include this in all my meetings because perhaps our discussion has generated additional thoughts/questions and they are being respectful to the original agenda. I ask “What else should we have covered that we didn’t get to?”
7) Resource Positioning: I don’t ever end a meeting without inviting the other party to consider me a resource. Here’s one way I do it. “(name) As always, I want to invite you to consider me a resource and not the kind of resource that you always have to have a check in hand when asking me a question. I love what I do, and I’m always happy to help my clients”
Tweak this format to your style. Perhaps you could even do it informally over lunch.
The point is to conduct regular client check ups so your competitor doesn’t come and eat your lunch!
