In every relationship there are people you can trust and people you can’t. The same holds true for clients. Trust is an element of a relationship that is built over time and is the result of consistently positive behavior.
In time you must determine who it is at the client organization that you can truly trust. Whom can you talk to in confidence? Whom can you gather information from, and with whom can you share your issues and concerns? To whom can tell you the truth about what is really going behind the scenes at the client site? This is information you need, and it’s often not readily volunteered. Once you have determined whom you can trust and, conversely, once that person at the client’s organization completely ...
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