Hello Reader

July starts a new Consulting Insight series on one of the most important topics in consulting: Relationship Building. But not just any relationship. I'm talking about the kind of relationship that leads to actual client work.

That relationship starts with one essential element: TRUST. But what does trust really mean? How do you build it intentionally with people who could become your clients?

To set the stage for the upcoming series, I'm sharing an earlier newsletter that explores the meaning of trust, how it's built, and why it matters.

Have you found it easy to connect with a person who meets your ideal client profile but then struggle to build a trusted relationship so that they eventually become a client? If so, you are not alone.

Maybe you have even heard the saying “people hire people they know, like, and trust." Although the say is great, I would like to shorten the saying to “people hire people that they trust.”

Why? Here are two reasons.

The first is based on my own personal experiences. While working for a consulting firm, a client said to me, they didn’t like me. They respected me and trusted me to do the right thing, but they didn't like me. What I found out is, the client’s dislike wasn’t aimed at me at a personal level. Rather he didn’t want to work with anyone who lived above the Mason-Dixon line. In general, he didn't like how "northerns thought and acted" and I just happened to live in the north.

The second reason, which might be a better reason, ties to Peter Drucker's quote about trust in his book, Managing Oneself.

The key in both examples is TRUST. So, how do you take responsibility for building trusted relationships or how do you build trust?

Check out this week's video

>>>How to Build Trusted Relationships That Create Consulting Clients ​

which discusses what is a trusted relationship and the balancing act of three common everyday behaviors-words and images, actions, and feelings-that enable you to take responsibility for building and maintaining your trusted relationships.

Until the next Consulting Insight,

Laura

​First Thursday Consulting Q&A session (Free)

Due to the July 4th Holiday the Q&A session is on

July 10, 2025 at 2 PM ET

Whenever you’re ready, here are ways I can help you become an Experienced "Go-To" Consultant:

​Consulting Mastery: A Path to a Sustainable and Profitable Business (Online Course): To find out more or to determine if you are a fit, schedule a free 45 Minute Consulting Strategy session.

​The Ultimate Guide to Building a Successful Consulting Business (Document)​

​The Consultant’s Blueprint (Video)​

If you liked this article, consider sharing it with others.

Have a question? Send me an email at Laura@lauraburford.com.

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