Showing examples of previous work/ideas are essential for both securing and demonstrating how you and your team can add value. Creating well thought out initial concepts once onboard to illustrate and communicate your ideas clearly will also speak volumes to your involvement.

I think this probably happened to me earlier in my career. But 25 years in, this doesn’t happen to me. What I can say is that this would be a red flag to me. During an initial consultation, I think of it in terms of a mutual interview of sorts. They are interviewing me and I am also interviewing them to make sure that we are a “good fit”. If a client doubted my Design skills after knowing my experience and seeing my work, I would kindly and professionally thank them for their time and wish them well!

Most people react to the unknown and being unsure of what they want. The design is about them and reading what drives them and makes them excited. So if someone doubts you then they are not ready to make a commitment yet. Give them time and don’t take it personally.

A couple of practices I've found helpful- Curate my portfolio to address the client's requirements. And hear the concerns they have about my offering. Addressing their concerns, and making sure they're heard goes a long way in dispeling any doubts that may arise!