Is your work environment defined by doubt or trust? You may think one way or another, but how do you actually know?
People who travel frequently often joke that you can tell a lot about a place by the way they drive, the state of their bathrooms, and the way they line up.
There is a lot of truth in this statement. Just with societies, there are indicators that your workplace or company is in an environment defined by doubt.
Do you get many referrals?
Does the client call you in for advice on sensitive and strategic issues?
Do they confide in you?
Do they stand over you, or let you do your thing?
Are contractual variations difficult to negotiate?
Are scope changes accepted or do they try to get something for nothing from you?
Do they realize the value you have created or do they wonder why you are there?
Do they defend your mistakes to others? or hang you out to dry?
Do you get much repeat work? Will they come to you again because they trust your character and abilities, or will they only give you additional work out of extreme need?
If you are in an environment defined by doubt, and there is still a chance to save it. Then it starts with you. You need to be the change you want to see in the engagement.
Sincerity, authenticity, over deliver and under promise, engage their people, get their people to sing your praises, get their people to determine the benefits that they (with your help and guidance) have created.
Trust = Revenues, Doubt = Bankruptcy.