How do you start a working relationship with a new customer?

Establishing yourself to new customers seems easy to say but must be learned through time and situations. Your primary objective will be 

•  how you win their trust ( means "I am here" to attend to your needs by all means of communication, honest opinions concerning your services and product )
•  capture their ways and means of doing business ( flexibility, respect their time, tools for effective communication )
• Disregard the formalities during conversation
• In my opinion, once you have successfully gain confidence in your dealings  with them. Maintain being partner that adheres company regulations. Donot mislead your friendship by declining your right to negotiate pertaining cost related mattes and use of company resource.