Trust Vs Power

Power vs Trust: Why Client Relationships in Expert-Led Firms Are Quietly Breaking

Most client–firm relationships are built on power, not trust.

That model is old. And it is worn out.

You can feel it if you lead inside an expert-led organisation, in how clients are found, spoken with, and brought on board.

Something about what's happening doesn't fit who your organisation actually is. You know it. But you can't quite find the way through, over, or around.

For years, this was something I observed in the room. Firm after firm, the same pattern. Now I have the data to show it isn't just a feeling.

Here is what 50 organisations told me.