To handle a new client who won't share critical information, focus on establishing trust. Start by clearly communicating your commitment to confidentiality and professionalism. Explain how the shared information is essential for delivering effective solutions tailored to their needs. Provide examples of past successes where sensitive data was handled securely. Offer to sign non-disclosure agreements (NDAs) to reassure them of your dedication to protecting their information. Listen to their concerns and address any fears about data misuse. Build a relationship gradually by delivering value through initial, less sensitive interactions, demonstrating your reliability and fostering their confidence in sharing critical information.

A great tip for starting any project is to build trust with your client - ask open-ended questions to understand their concerns about sharing information. Clearly explain why the information is critical to the success of the project and how it will be handled confidentially. Consider offering a non-disclosure agreement. Either way, maintaining open communication can lead to closer collaboration down the line.

??Share your firm’s privacy protocols, including how sensitive information is handled, stored, and destroyed post-close. ??Offer to sign an NDA which can go a long way in building confidence and showing you take their concerns seriously. ??Share the why. What will this information enable you to do? How will the lack of it limit your work? This transparency often alleviates concerns and frames the request as collaborative rather than intrusive. ??If a similar situation with another client led to success, consider introducing the hesitant client to your past client (with permission). Third-party references can provide reassurance, especially when your client is new to sharing sensitive information.

Start by building trust with the client through transparency and clear communication about how their information will be used. Explain why the critical information is necessary and how it directly impacts the project's success. Offer confidentiality assurances, such as NDAs, and highlight past successes where trust led to positive outcomes. If resistance persists, propose alternative solutions or workarounds, but set realistic limits on deliverables without the needed data.

I try to convey to the client what happens if I don't receive this important information. In recruitment consultancy in particular, it is extremely important to have all the details needed to fill a vacancy. Because only with all the information can I convince suitable candidates of my client and respond to queries. Trust also plays a very important role on all sides. I have to make this clear to the client and ask specific questions accordingly. There may also be good reasons why they don't want to disclose this information. Acting with understanding and making it clear that we are all pulling in the same direction has proven to be a good idea.