> Because of our desire to get a project going, most of us have a tendency to overlook and downplay early resistance and skepticism. We delude ourselves into thinking that once clients get into the project, they will be hooked by it and learn to trust us. This can lead to our bending over more than we wish in the beginning, hoping that we will be able to stand up straight later on. This usually doesn't work. When we bend over in the beginning, the client sees us as someone who works in a bent-over position. When we avoid issues in the beginning, the client sees us as someone who avoids issues. It is difficult to change these images and expectations of us - particularly if the client wishes us to bend over and avoid issues.

> Flawless Consulting, A Guide to Getting Your Expertise Used by Peter Block (2011)