6.14.2013

Pattern: Establish Trust First

Applicability

The first few discussions with a new consultant.

Definition

Ease into starting a project with new consultants. First invest in building some trust.

Mechanics

The first discussion is a great opportunity to talk about your business with the consultant. This understanding is invaluable and should be easy to talk about without advanced preparation. In subsequent discussions gradually introduce goals and problems.

Shared understanding is a great way to establish trust. Look for ways a consultant offers value through past experience, advice, and other feedback. This initial value can go a long way towards establishing trust.

Not to mention what it means for a consultant to invest the time to learn about your business and showing interest in what you do. Holding several discussions gives everyone a chance to reflect and bring even more to the table in subsequent discussions. This can be a quick way to weed out consultants that don't have the time to deliver quality solutions.

This is also an opportunity to show the consultant that you are willing to invest the time to build a quality solution.

Wouldn't your rather learn a bit about each other to see if the relationship will be a good fit?

Tips

  • Make the first meeting only about your business.
  • Subsequent meetings can lead into objectives (goals and problems).
  • Assess the trust you have established, keep notes!
  • Avoid talking about solutions in these meetings. Solutions in software development often take significant time to develop. Work on establishing the trust necessary to justify investing time in devising solutions.
  • Avoid talking about costs in these meetings. Costs are unknown before a thorough analysis of solutions. Instead talk about pricing methodology to determine if it will fit into an investment model you are comfortable with.




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