Establishing Credibility

Wasn’t it Archimedes who promised that given a lever long enough and a place to stand, he would move the world? In using leverage, think of credibility as the place you stand. If it’s solid enough – meaning that you established your credibility early in the relationship and haven’t done much to undermine it in the interim – your influence with the client will be stronger, and the leverage you exert will be more potent.

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