New Article on “Integrity Impugned”
post # 384 — June 7, 2007 — a Careers, Client Relations post
Because of prior poor experiences — or the generally bad caricatures that exist about many professions — clients are often suspicious (at least initially) of the motives of their service providers.
Just think of the many jokes about consultants who act as if they are more concerned about looking for the next follow-on assignment to cross-sell than doing the current one well; lawyers who are suspected of running up the billable hours because they are paid by the hour; and advertising agency people who are more concerned with winning prizes than selling the clientâ€™s product or service.
Whatever your profession, you need to be prepared for the fact that, at the beginning of every new relationship, you must avoid confirming other peopleâ€™s (inevitable) starting suspicions about your motives, and must actively work to demonstrate that you are, in fact, unlike the providers that the client may have experienced before.