In building relationships, particularly in professional settings, establishing credibility is essential. It's not only important to possess credibility but also to convey that sense of trustworthiness to clients effectively. This involves demonstrating your expertise and reliability through actions and examples rather than simply claiming them. The approach focuses on illustrating rather than merely asserting qualifications.

David H. Maister emphasizes in "The Trusted Advisor" that the perception of credibility often matters more than actual credentials. Clients need to feel confident in their advisors, which requires a strategic effort to communicate expertise through tangible demonstrations. By prioritizing this sense of trust, professionals can enhance relationships and ensure successful collaborations.