One of the more interesting projects we’ve taken on recently has been with the founder of Western USI, one of Australia’s largest signage installation companies.

When we first started working together, there was definitely some hesitation. And honestly, I don’t blame him. Handing over an important part of your business to a new software team requires a lot of trust.

So we didn’t try to convince him with big promises. We focused on the work.

We built the app, worked through the details, added the admin panel, and kept improving things based on his feedback. Slowly, the conversations changed from “Can this be done?” to “Can we also add this?”

Then we got this message from him, complimenting the app and admin panel and sending over his list of fixes and improvements.

That shift is probably my favorite part of working with founders.

You don’t really earn trust by talking about what you can build.

You earn it by building something that makes the client comfortable enough to trust you with the next thing.