In order to be successful in the world of consultancy, regardless of your chosen field, there’s is no substitute for trust. You can be the most highly informed technical visionary but without trust you have very little to build upon and certainly no influence. This speaks to us as a species on a base level, we are naturally suspicious, cynical and untrusting – it helps with survival – so if I want to advise you, my first battle, and it truly is a battle, is to gain your trust.
In my original career, at PwC in expat tax, I was given, in fact we all were, a book to read in our early years: The Trusted Advisor by Maister, Green and Galford. I’m not sure everyone in my cohort read it, but I did. Well, I read most of it...it rang true with me on a number of levels. Some of it went above my head, but one thing that stuck with me was how difficult it was perceived to be, to become trusted.