Are We Placing Too much Faith in Trust

We all learn that trust is fundamental to successful consulting. While the reputation of your firm might get you a seat at a client’s table, winning the client’s business comes down to your people—their knowledge, experience, energy, and commitment. A personal relationship can also be important if things go wrong. No amount of run¬ning back to check who is responsible for what in the contract will help when a client encounters a problem, but knowing the project manager well and being able to trust that he or she has the client’s best interest at heart may well diffuse an otherwise tense situation.