Anyway, couple of things that worked for us:
* Try to get retainer contracts: we would offer one when we had delivered a project. This is great for you as it makes income more predictable. And it is great for the client as they know they have certain capacity from you, and don't have to go to their boss with a new budget request for every small thing they want changed
* Don't let a client grow too large: we had a big client that wanted to buy all capacity we had to offer, and wanted us to hire more for them. We never let them become more than 50% of revenue, so we were able to survive when they went away one day (the "burning platform memo"). Keeping them at 30% would've been even better, but it is hard to say no to money
* Don't try to be fancy: you're not one of the big consultancies, so don't emulate then. If clients wanted that stuff, they'd deal with those companies, not you. Our sales conversion rates improved radically when we switched from tailored suits to jeans and conference t-shirts