Why relationship building becomes easier when we engage our customers from the perspective of our values and so subsequently are able to more effectively deliver on the technical aspects of the engagement.

If a stakeholder’s first reaction is to reject a painful truth, don’t breeze past it, or judge them for responding emotionally. It is a natural and completely understandable reaction – and often the first step to accepting the idea and taking it forward. Here’s how we used Equal Experts values to help our team when the customer rejected our recommendations: