The Secrets of Consulting: A Guide to Giving and Getting Advice Successfully (Consulting Secrets Book 1)

The Fifth Law of Trust: People are never liars—in their own eyes.

If I don't work well with someone, we don't have to continue to work together, but I'm stuck with myself—and my self-image—for life. I may be a jerk, but I'm the only jerk I have.

PROTECTION AND THE SIXTH LAW OF TRUST I always believe that my clients are telling me the truth—as they see it, and as they think it would help me to hear it. I trust the clients' integrity, but I don't have to trust their ability. In other words, The Sixth Law of Trust is based on The Dealer's Choice: Always trust your client—and cut the cards.

The Second Law of Trust: Trust takes years to win, moments to lose.

As I imagine myself in each of these situations, I notice my feelings. I find these fantasy feelings a particularly reliable guide to how I'm going to feel in the actual situation. Based on where I feel best on all sides, I set my price.

Getting hidden feelings out in the open is the most straightforward thing I can do to increase trust. In both of these cases, it allowed me to move quickly to the organization's

Consultants who are looking for work should think less about price and learn more about trust.

The First Law of Trust: Nobody but you cares about the reason you let another person down. Other people can form all the image of you they need from deeds, not words.

The Fourth Law of Trust: The trick of earning trust is to avoid all tricks.