You're meeting a new client organization. How do you gain their trust right from the start?

Listen, listen, and then listen again. Put yourself in the client's shoes, and then you will be able to pivot and provide fresh perspectives. Show your expertise, no, transpire your expertise.

Spot on. This is the first step. Building rapport is not about talking it's more about listening, offering empathy, appreciating others perspective and more. First impression is usually the last impression, listening actively and offering empathy, with genuineness and authenticity paves the way for success.

Trust = (Intent x Competency) / Risk Or in words, to gain someone's trust, you must demonstrate your intentions are aligned to their objectives, you have the appropriate competencies to meet their objectives, and your intentions and competencies are sufficient to overcome the risk of failure. You can best build rapport by first listening to the client's intentions and learning what they want to achieve. Use this insight to populate your team with the correct expertise such that the client will begin to trust you with leading their endeavor.

When meeting a new client in management consulting, emphasize your expertise without drowning them in jargon. Share concise examples of how you've assisted other organizations with similar challenges. By doing so, you not only showcase your skills but also help the client envision the positive outcomes of your collaboration.

Continuing with the Trust = (Intent x Competency) / Risk paradigm, now you have to demonstrate that you (and/or your team) possess the appropriate expertise and skills to meet the client's objectives. Emphatic assertion is insufficient; provide examples of successfully executing projects comparable to this client's for further gain their trust and willingness to engage you for the project.

The first rule is to be clear about what are your offerings, what you are good at. Be truthful to yourself first. Truthfulness is the necessary foundation for trust. The second rule is clearly communicate what you can do for them. The third rule is listen, actively and don't jump to stating solutions, even though you think you may have one, that exactly fits the situation, wait, there may be more to it than what meets the eyes. Follow these three rules you are good.

Authenticity is required to validate that your Intentions and Competencies are appropriately matched to the Risks inherent in the client's endeavor. For example, my local doctor's intentions and competencies are aligned to accomplish most afflictions, but I'm not sure I'd trust them to perform a organ transplant. You will gain a new client's trust by honestly acknowledging early-on what you (and your team) can and cannot do to achieve their objectives. Additionally, honest discussions about risks and uncertainties are the first step in defining project success and managing the client's expectations.

1. Understand client objective and exhibit expertise 2. Build rapport and have empathy 3. Communicate/collaborate frequently and show professionalism 4. Adapt based on feedback

I think doing research about your new clients before sitting with them, and showing your information during early meetings, will make your clients amazed, which will help promote you as a trusted service provider.

With regard to the Trust = (Intent x Competency) / Risk model, demonstrating that your Intentions are aligned with the client's is the most difficult to achieve. Consider offering a contract agreement or payment schedule that shows you have "skin in the game" against their objectives. Trust would increase greatly if payment was based on a sharing of the gains or losses resulting from the project.

Forget the usual corporate dance. Want to truly gain trust? Be brutally honest from the start. Most clients are drowning in a sea of sycophants and yes-men. Be the lifeline of truth they didn't know they needed. Tell them what everyone else is afraid to say. "Your product is mediocre. Your strategy is flawed. But here's the potential I see." Harsh? Maybe. Effective? Absolutely. Truth is the ultimate pattern interrupt. It cuts through the noise and commands attention. It's also the fastest way to demonstrate value. But here's the key: brutal honesty without judgment. You're not attacking, you're observing. You're not criticizing, you're diagnosing.