I remember a conversation with a client, a sharp and experienced consultant. She had built her business on relationships, valuing trust above all else. I knew these people personally, she told me. I thought they’d look after me.
She wasn’tnaive. She had done great work for them, again and again. But when the terms of their deal veered into unclear territory, she hesitated. Pushing for formal terms felt unnecessary—after all, they had always treated her fairly. Until they didn’t.
What followed was months of confusion, unpaid invoices, and a painful realization: trust without verification is not a strategy, it’s a gamble.
Many professionals avoid pushing for clear terms because they value relationships. But trust doesn’t replace clarity.
Costs rise, people change, priorities shift, and memories fade. What began as a misunderstanding can become costly over time.
To avoid that
– Draw out and say out loud all expectations before you name the price.
– Apply the “regret test” to every decision: if you’d wish for written proof later, get it documented now.
If a client criticizes you for it, say it’s not about cynicism or distrust but about valuing clarity. From experience, that is hard to argue against.
Trust is valuable, but it’s most powerful when paired with adequate clarity. Once your agreements meet this standard, you’ll stop losing money to preventable mistakes.