Last updated on Jul 3, 2024

Here's how you can build credibility and earn trust as a consultant with your clients.

As a consultant, your role is to be a trusted advisor to your clients. To achieve this, you must establish credibility and earn their trust, which is not a feat that happens overnight. It requires consistent effort, a demonstration of expertise, and the ability to connect on a personal level. Remember, your clients are looking for someone who can not only solve their problems but also someone they can rely on in the long term. Let's explore some effective strategies to help you build that essential trust and credibility in your consulting relationships.

1 Demonstrate Expertise

To build credibility, it's crucial to demonstrate your expertise. This means staying abreast of the latest trends and developments in your field and being able to apply this knowledge to solve your clients' unique challenges. Share insights and provide solutions that are tailored to their specific needs. By showing that you understand their industry and the obstacles they face, you will not only prove your value but also instill confidence in your clients that they are in capable hands.

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2 Communicate Clearly

Clear communication is the cornerstone of trust. Always be transparent with your clients about what you can deliver and by when. If there are potential issues or delays, communicate these early and with a plan for how to address them. This builds trust as clients see that you manage expectations honestly and are committed to finding solutions. Moreover, active listening is a part of clear communication – ensure you fully understand their concerns and respond to them effectively.

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Jim Barratt, CPA, CFF

Forensic Accountant | Former SEC Enforcement Accountant | Fraud Investigator | FCPA Expertise | Internal Audit Director | Interim Executive Consulting | Chief Problem Solver | Author | Podcast Host
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Once a client has described their request, it is an excellent practice to echo back to them your understanding of their needs. This is an effective way to avoid initial misunderstandings about what the client is requesting. By having a back and forth discussion with the client, you can help to clarify the need and sometimes help the client refine what they are looking for.

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3 Build Relationships

Trust is also built through strong, personal relationships with your clients. Take the time to learn about their business culture, their team, and even their professional goals. By showing genuine interest and understanding, you create a rapport that goes beyond the transactional nature of business. This personal connection can make clients feel valued and more willing to trust your advice and recommendations.

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Jim Barratt, CPA, CFF

Forensic Accountant | Former SEC Enforcement Accountant | Fraud Investigator | FCPA Expertise | Internal Audit Director | Interim Executive Consulting | Chief Problem Solver | Author | Podcast Host
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Getting to know a client beyond a professional capacity can deepen your relationship with them and helps give them a better sense of who you are as a person. Being friendly to others and exhibiting a sense of humor are outstanding traits to possess generally, and you may find that some clients will be open to a more casual conversation and respond in-kind.

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4 Provide Value

As a consultant, your aim should be to consistently provide value to your clients. This doesn't just mean delivering on your contractual obligations but going above and beyond. Offer insights, introduce them to new ideas, and help them see potential they might not have recognized. By consistently adding value, you'll become an indispensable part of their decision-making process.

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5 Be Reliable

Reliability is key in earning trust. Make sure you meet deadlines, keep promises, and follow through on commitments. When clients know they can count on you to deliver as promised, without needing to be reminded or managed, they will trust you more. This reliability should extend to all aspects of your work, from the quality of your deliverables to the promptness of your responses.

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6 Reflect Integrity

Finally, integrity is non-negotiable. Always conduct yourself with the utmost professionalism and ethical standards. Be honest in all your dealings, even if it means having difficult conversations or admitting mistakes. Clients will respect and trust a consultant who shows integrity in every action, knowing that their best interests are being upheld.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can build credibility and earn trust as a consultant with your clients.

1

2

3

4

5

6

7

1 Demonstrate Expertise

2 Communicate Clearly

3 Build Relationships

4 Provide Value

5 Be Reliable

6 Reflect Integrity

7 Here’s what else to consider

Supervisory Skills

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Here's how you can build credibility and earn trust as a consultant with your clients.

1

2

3

4

5

6

7

1 Demonstrate Expertise

2 Communicate Clearly

3 Build Relationships

4 Provide Value

5 Be Reliable

6 Reflect Integrity

7 Here’s what else to consider

Supervisory Skills

Rate this article

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