I agree that seeing the problem from your client's point of view has great value, much more so than any particular technical skill that might be useful to solve that problem.

However, what you're describing isn't really risk management, it's just marketing. You want a prospect to believe that you have the ability to understand their problem and help them to solve it, because that will determine whether or not you get the gig and how favourable the terms are, but the real risk in hiring you for that gig depends on whether you actually have that ability.