Beginning a relationship with a new client means, of course, that there’s a certain amount of risk involved. After all, going in you can’t know if someone is planning to take advantage of you. However, as Seth Godin points out brilliantly, beginning with anything other than genuine trust is likely to poison the relationshp at the very start. Extend trust and you’re much more likely to receive it in return. This is the way I try to operate all the time.