When it comes to delivering value, there’s a supply side and a demand side. On the supply side, it’s what you’re “offering”. On the demand side, it’s what people are “asking” for. To be relevant, know the demand side. If you can tap into demand, you can streamline your supply to be relevant and valuable in the eye of the beholder.
To know the demand side requires curiosity about the person you want to influence and empathy for their pain points & needs. It also means knowing where is the opportunity so that your time and energy is maximized.