From my experience in conducting business development training to professional services firms, prospective clients aren’t as much concerned with the pedigree of a professional services provider as much as they are concerned with how that person or firm can solve their problem.  The educational and experience background might help to improve the value or perceived value, but the primary concern with the client prospect is how the resolution of that problem impacts them on a personal and emotional level.  How you sift through and uncover these needs is based on the Socratic method of obaining buying commitments from prospects.  Ask the right questions, and then show how your experience, education, process, and knowledge can solve that problem and get very clear on explaining the personal benefit to the prospect.