Tip 3: Be the "guy" for the job.

When your customer is having an issue, solution providers should strive to be the go-to expert.

Even if an agent partner doesn't have the expertise in-house, partners should know who to call on their clients’ behalf, Bremmer said. 

"We call it the, 'I got a guy' approach," Bullseye's Basa said. You always have to be the guy -- if a client asks about PCI compliance, for example, you have to be the [business] card you keep handing them," he said.

The best way to do that is for the client to make your sales pitch for you to the group, Basa said.

"I'll say at the meeting before we get started, 'Why did you bring me here? [The client] will say 'I'm introducing to you my team because you know about PCI compliance and we have a lot of questions about that.'" A little bit of salesmanship is part of building your brand and becoming that guy to a company," he said.