From Vendor to Trusted Partner: Marco Ziegler on Building Client Trust
Trust in business relationships isn't built through expertise alone; it's built through a specific combination of credibility, responsibility, and intimacy, divided by how self-oriented you appear. Marco Ziegler, global client leader at Accenture and former head of the Office of the CEO for Julie Sweet, has spent decades applying this trust equation across some of the world's most complex enterprise relationships. His central argument: the leaders who move from vendor to trusted partner are the ones who learn to lean in first, authentically and honestly.