The method of OP is solid and, out of experience, businesses will see value wherever YOU are able to SELL IT as value.
Plus, there's a psychological aspect that some ppl tend to overlook, by thinking that every company has the talent or resources of M$, Apple or any other of big guys. Hell, most of the CEOs and money guys I worked with could barely use their emails, if properly worded and sold you could even sell them a slide show with javascript as a revolutionary invention. That I did multiple times, BTW. ;-)
A lot of the ppl involved in a small business: CEOs to any other decision making employee is DYING to prove to the others (be that their superior or other peers, entrepreneurs and so forth..) they're making business with REPUTABLE, TRUSTED businesses. A.K.A. YOU. In their mind this gives value to THEIR OWN business.
And here's where your talent as a marketing guy is. SELL your service as something valuable, established, trusted, highly revered and praised. It's no surprise that on every sales page you'll see (mostly BS or written by buddies

) testimonials in an attempt to build trust... The method posted by OP is rock solid if you have enough talent to sell yourself as an AUTHORITY.
If you're able to do that you can be sure that the vast majority of the egotistical CEOs and their zealots of the next crappy startup, small business will see YOU and YOUR business as an INVALUABLE resource.