Client: John, it’s wonderful you’ve called on me. I happen to have a bit of a problem and would like you to help.

John, the Consultant: Let’s talk about it.

…time passes…

John: Before we begin the project, I’d like you to do something for me. (John hands over an envelope and a piece of paper.)

Client: Umm…what is it?

John: I’d like you to write down the name of one person who you think I should work with…

Client: But, John, we’ve never worked together before.

John: Hang on, I haven’t told you what we’re going to do with this yet. Before choosing the name, think of the risk it represents to you if you recommend me and I fail. Then, write the name down.

Client: I don’t understand.

John: I want to provide such a high level of service to you that you’d recommend me to the one person you cannot afford to fail.

Client: And what are we going to do with the envelope?

John: You keep it in a safe place. When we meet to review our relationship and projects, bring it. I know we’ll have multiple projects and multiple reviews. Put it on the table in front of us when we meet. I’ll ask if you are ready for me to call on that person. If you are, I’m doing fine by you. If not, I know I need to improve. I may never open the envelope, but I want you to know I always can.

If this were a real meeting between you and your clients, would it change anything?