I complain at least once a week that my very fancy Bachelors in Fine Arts program didn’t include a single class about how to properly establish your own creative business.
I frequently hear from creative service providers who are trying to prove the value of their work to clients in order to either raise their prices or expand the size of the contract. This is something I’m familiar with. It’s a lot easier to up-sell an existing client than it is to create and sell a brand new account. So it makes sense to try to grow your business this way in the beginning.