Client Acquisition

When a public engagement gets scrutinized, everyone assumes it's about the price. It rarely is. I've watched this play out across organizations for 25 years. A consultant can be delivering enormous value — and still lose the room. Not because the work is bad, but because the people footing the bill can't see how the work connects to the mission. That's the gap that erodes trust. And it's especially dangerous in public initiatives like Measure M, where the audience is already hurting from job losses and watching every dollar. Here's the part leaders miss: consulting at this level is genuinely an art. You can't compare a complex transformation engagement to a landscaping contract with a fixed scope and a visible result. The value is real, but it's harder to see — which makes communication part of the work, not an afterthought. Value delivered in private isn't the same as value understood in public. So the lesson isn't "charge less" or "do more." It's this: When stakeholders can't see progress toward the goal, they fill the silence with doubt. The fix is rarely cheaper. It's clearer: - Tie the work back to the stated mission, every time. - Show progress in terms the public actually cares about, not internal milestones. - Treat transparency as a deliverable, not a courtesy. Trust isn't built by being the lowest bidder. It's built by letting people see how the work moves the mission forward. For those of you leading high-visibility, publicly-funded initiatives: how do you make progress legible to people who only see the invoice? …more