Tip 1: Meet more frequently with clients.

For years, telecom solution providers have had a "set it and forget it" type of relationship with their business customers. These providers often only met with clients once every three years to re-sign the carrier contracts, said Michael Bremmer, CEO of Telecomquotes.com, a telecom consultancy based in Moreno Valley, Calif.

"The conversation schedule is changing.  Now we are having conversations with our clients every week, Bremmer said.

That's because businesses are interested in more than just connectivity, and if the telecom agent doesn't meet with their clients, another provider will, said Tim Basa, for Southfield, Mich.-based Bullseye Telecom, a telecommunications services and telecom expense management provider.

Mirroring Bullseye's practice of doing quarterly reviews for its internal team, the provider adopted that as a policy for clients, Basa said.

"You need to be sitting in from of your clients, especially highest value clients, and do quarterly calls," he said. "Be part of the roadmap process with them."