One of the areas I am really passionate about is how we (as consultants) build client relationships.

I’ve been the client. I’ve been the consultant.

In both cases, the common denominator is that we are people. We have jobs and goals and feelings and opinions and skills.

Building a relationship between a consultant and client is not unlike building a new friendship or even romantic relationship.

For it to be successful it has to be built on candor and trust.

As a consultant your client needs to be able to trust you. To know immediately that you have empathy and that you have their best interests at heart.

As a client your consultant needs to be able to trust you. To know immediately that you are open to change and that you also have empathy and have the best interests of the company at heart.

Be yourself. It fosters candor. It fosters trust.

Care. Imagine you are the client/consultant. Both are hard places to be. Empathize.

Know that the end goal is the same for both of you. A successful implementation.