This was a good read. Having high quality products and services is definitely important in landing those high paying clients. I have friends and relatives that I have talked to over the years, and they constantly work at it. What is interesting though, is that it is only about a part of process. Networking and knowing someone inside the company can make it easier. I know it is frowned upon, but the reality is that connections play a big deal in closing high paying contracts. But after that, it is still up to how you deliver the services/products that matter.