Richard,
I also agree that proving yourself and gaining credibility are important factors in being able to get things done your way. A recently acquired client was referred to us from a previous client who highly recommened us. They were told that we knew exactly what we were and to let us "work our magic."
Well, the referral let us do just that, and they are extremely pleased with the results. They were honest enough with themselves to admit they were not experts on the subject, and what they heard about us made it easy for them to let us run with it.
It's always nicer to work with clients who trust you and who are knowledgeable enough to know when they don't know enough about a subject to make big decisions.
Janna Polzin
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